In today's dynamic business landscape, the rules of engagement have drastically changed. Buyers are no longer satisfied with mere promises; they demand value upfront. The era of Product-Led Growth (PLG) is upon us and has reshaped the way businesses approach sales and customer acquisition. This paradigm shift emphasizes the importance of letting the product shine, rather than locking insights into how it works behind sales conversations.
Interactions with buyers are essential to moving deals down the sales cycle. Unfortunately, buyers are spending less time with vendors each year. According to Gartner research, buyers spend 17% of their buying time with vendors, and that figure is projected to go down by 5% in the next three years.
It’s no secret that B2B selling has slowed down and become more challenging. We’ve seen numerous reports of sales reps missing their quota, deals being pushed into the next quarter, and revenue growth slowing down. To make matters worse, businesses have spent billions of dollars on enablement technology, just to see low adoption and little-to-no improvement in performance. Unfortunately, to save money and operate more efficiently, many businesses have resorted layoffs.
The chart below illustrates the tremendous opportunity B2B businesses have to efficiently drive revenue growth for years to come using continuous customer engagement (CCE).