Sales teams face an increased challenging scene. Expectations do not respond to cold awareness. Even existing customers often do not want to invest their time in deeper discovery talks, which are decisive to win the largest deals. This creates a swamp. The only way the sales team can prove its value is to understand the customer, but buyers are increasingly unwilling to deal with sales teams for a sufficient period to share this type of relevant information. The last MCKINSEY Research has found that over the past five years, the percentage of B2B buyers who wanted personal sales interactions with new suppliers has been It decreased from 50 % to 35 %.
