In our recent Korn Ferry 2021 Buyer Preferences Study, we revealed that over half of buyers identify a solution before engaging with a salesperson, and 37% of buyers prefer to talk to sellers even later in the process to lock down the details of a purchase.
This is bad news. The earlier in the buying cycle that sellers get involved, the more they can influence the shape and scale of the solution.
Yet all is not lost. There are circumstances when buyers are willing to engage earlier.
Download our top tips guide for more on reconnecting with your buyers.