Buyer journeys and expectations have drastically changed in the past few years…but have your sellers changed to meet these expectations? Forrester reports that only 34% of customers say their B2B seller adds value in their sales process.

This is because the majority of organizations haven’t evolved their sales processes, forcing buyers into convoluted stages, instead of adapting to new ways of buying. Buyers are doing a lot more research upfront, procurement is stricter, and more people and departments are involved in purchasing decisions than ever before.

Listen along as Brittany Crawford, Tom Drewry, and Christian Pieper from Mindtickle discuss how they tailor digital buying experiences for each and every prospect, leading to a more streamlined and efficient buying journey. They talk about how to align stakeholders, adhere to buying timelines, and track engagement throughout the deal cycle to better understand the probability to close.