Research indicates that sales reps are being engaged later and later into the decision making process?
Yes, there are several studies that point out how sales reps are being invited later into the decision making process.
SiriusDecisions has what I feel is the best metric, pointing out that that 67% of buyers are already decided on their solution prior to rep engagement.
And research from Forrester indicates that the late engagement could have serious impacts on win rates?
Yes, Forrester recently published at their annual Sales Enablement Summit that 74% of deals go to the sales rep who can help decision makers set the buying agenda, while only 26% of the deals went to the vendor who wins the competitive bake-off.
This means that engaging earlier is more important than ever, to proactively establish the challenges to address, vision for solution, and specific buying crite…