Originally published by Darrell Amy on LinkedIn Pulse.
Google and LinkedIn have forever altered the traditional sales process. In one sense, the buyer gets more control than ever before over where they get information. However, in the middle of wringing our hands about the buyer being more informed than ever before, I think we've missed the real point: Buyers haven't changed. What's changed is how they gather information to make a buying decision.
You see, buyers have always been informed. Prospects have always needed information to make good business decisions. The only thing that's changed is where they are going to get the information.