This document discusses how the modern buying process has changed to favor buyers. It provides statistics showing that buyers complete over half of the purchasing process without involving sales, and have access to abundant information online. As a result, buyers are now more knowledgeable, confident, and prepared for their purchase. The document emphasizes that customer experience will become the primary brand differentiator by 2020, surpassing price and product. It introduces a sales enablement platform that aims to simplify the customer buying experience.

2. WHAT WE’LL COVER

3. SO… HOW HAVE SALES BEEN LATELY?

4. of buyers report that sales reps are unable to answer their questions effectively.
58
percent
(Forbes Insight)

5. of marketing deliverables are NOT used by sales.
90
percent
(The New Rules of Sales Enablement)

6. of the average salesperson’s day is spent on non-revenue generating activities.
80
percent
(telesmart.com)

7. of the buying process today has already been completed by the time a potential buyer has engaged with sales.
57
percent
(executiveboard.com)

9. THEN VS. NOW

10. THEN VS. NOW
LEVERAGE
NOW
Information is everywhere
Easy to find reviews of products and services
Majority of buying process completed before sales is even approached

12. TECHNOLOGY HAS GIVEN LEVERAGE TO THE BUYER

13. POTRAIT OF A MODERN BUYER

14. DIGITALLY DRIVEN

15. RESOURCEFUL

16. BETTER PREPARED THAN YOU’D EXPECT

17. KNOWLEDGEABLE

18. TRANSPARENT

19. CONFIDENT

20. RISK-ADVERSE

22. WHAT IS THE “CUSTOMER BUYING EXPERIENCE” ?

27. SOME STATS YOU SHOULD PROBABLY KNOW

28. of buying experiences are based on how the customer feels they are being treated.
70
percent
(McKinsey)

29. positive customer experiences to make up for ONEnegative experience.
12
(Parature)
It takes

30. OVERTAKE PRICE AND PRODUCT
2020
(Customers 2020 Report)
By
customer experience will
as the key brand differentiator.

32. A platform that simplifies the customer buying experience for sales

34. SEE OUR ‘EVOLUTION OF SALES’VIDEO
http://storyworksondemand.com/