Current State of B2B Selling – Latest Research and What it Means to Keep Competitive

75% of Buyers Surveyed Prefer a Rep Free Experience. This is the fundamental challenge facing all sellers in every industry. Buyers want to scratch their own itch. Digital access to information creates a false sense of confidence in a self-service sales process. However, a rep-free experience also creates the highest purchase regret. (Gartner and Janek) This research confirms what Korn Ferry has learned: B2B buyers are acting more and more like B2C customers and do not want to interact with salespeople unless necessary.