In the current era of digitally empowered and demanding b-to-b buyers, companies must not only offer valuable products at fair prices, but also provide a positive and efficient buying experience – from engaging with a company for the first time via its Web site to working with a sales rep to evaluate a product and, ultimately, complete a purchase. When buyers' expectations aren't met, they can easily find an alternative provider that offers a more streamlined buying experience.
In this guide, we share key priorities and data that will enable chief sales officers (CSOs) to turn the buying experience into a competitive advantage and hit their 2018 revenue goals.
