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Buyer 2.0 part one: Lane Departure Warning!
This is the first part of a three part deep dive guest post about Buyer 2.0 written by Darren Stordahl Recently, FMT attended an interesting partner conference at Microsoft campus in Redmond, where an excellent presenter shared his perspective on today’s “Buyer 2.0”. His assertion, was that in the modern supply chain, buyers are engaging much later in the evaluation cycle. Before ever speaking with the manufacturer, distributor or service-provider, this new buyer has self-educated and conducted significant anonymous research in order to become highly informed. Buyer 2.0 carries an industry-specific expectation, avoids risk, maintains broad social media connections, and has high expectations for service quality and speed to fulfillment. They Tweet. The impact of Buyer 2.0 on sequential and historical stage-based sales models includes lower conversion rates, prospects falling out of the funnel at unpredictable intervals, lack of connection/clarity into the customer relationship, and a reduction in perceived value […]
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