We know that customers are overwhelmed with information including analyst reports, blogs, podcasts, infographs, white papers etc.
Clients spend the majority of their time independently researching vendors and the industry and dedicate only 17% of their purchase process to talking with potential suppliers.
The top salespeople differentiate themselves by helping their customers prioritize perspectives, and clarify competing viewpoints.
Here’s the article. It discusses how to help clients make better decisions. One of the three significantly increases the likelihood to buy.