Does the early bird really get the worm?
First, does it really make a difference if sales reps engage earlier?
Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps still have a big impact, ESPECIALLY if they can intersect early in the buyer’s journey, and with value.
According to Forrester, the early bird still catches the worm, with a significant 74% of all deals going to the provider who helps "establish the buying vision", while only 26% goes to the vendor who "responds to a request" and wins the bake-off.
During the earliest phases of the buyer’s journey, the buyer has yet to have an "epiphany" and need help underst…