Customer knowledge makes the sale

Customer knowledge makes the sale

Selling solutions to customers' problems, it seems, is no longer enough. Customers today, especially B2B buyers, are determining what solutions are best for their specific need, and then looking for companies that can provide them. Increasingly rare is the occasion when a salesperson encounters a prospect at the beginning of the sales cycle. In fact, the sales cycle itself is evolving to a customer-led buy cycle. More and more, customers do their homework on what they need to meet a goal or solve a problem, contacting potential providers once they've created their own short list. 

The Internet, of course, has and continues to play an integral role in this evolution

http://www.dmnews.com/customer-knowledge-makes-the-sale/article/258606/