In the past, presales was traditionally relegated to final stages of the process and buyers would follow your sales process. B2B buyer expectations and behaviors have fundamentally shifted due to four major forces that have converged: the B2C (consumer-buying) experience, demand for Presales across the funnel, a seemingly ever increasing size of the buying group, and the COVID pandemic which forced presales to go virtual at lightning speed. These combined forces have caused a rapid and massive shift in (and a welcome focus on) the presales function and industry. Implementing and adopting Digital Presales involves much more than holding remote meetings and making content available online. Modern presales leaders must adapt to how buyers want to buy or lose to their competition that is already adapting. Join Garin Hess, author and technology founder, for a research-based look at what has changed and actionable takeaways for how to join the revolution.
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