In today’s digital age, the opportunity to impact buyers has significantly narrowed. Buyers conduct extensive online research and engage with sellers less frequently. In fact, sales representatives now have access to about 5% of a customer’s total purchase time, according to Gartner.

How can teams develop better strategies for sales success in a Buyer’s market?  What are some best practices of top performers in finding buyers that are ready to buy and to know when to outreach when the iron is hot? How can one avoid cold calling and focus on accounts where there are warm paths into an account through hidden allies – an old colleague, a past customer, or a connection with the company’s leadership?

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