“70 percent of the buying process is now complete by the time a prospect is ready to engage with sales.”


In Phil Fernandez's book Revenue Disruption and CEO of Marketo, Phil espouses with abundant product information available online—such as customer reviews, peer evaluations, independent analysis, social network referrals, user generated content and more—the vast majority of buyers begin their buy cycle in a search engine or online, effectively circumventing sales people, completing the majority of their … Continue reading “70 percent of the buying process is now complete by the time a prospect is ready to engage with sales.”