60% of a buyer’s purchase decision has already been made before even talking to a sales rep. What does that mean for inbound sales?

A) Buyers are more educated, so there’s less work for the sales reps.
B) Sales reps need to push and sell harder to convince buyers to make the right decision.
C) Sales reps must evolve their selling to keep up with customers’ buying habits.
D) Sales reps should keep this in mind, but this doesn’t change the way the world should sell.

Correct Answer:
C) Sales reps must evolve their selling to keep up with customers’ buying habits.