Additionally, 90 per cent of the buying cycle today is carried out by buyers before speaking to suppliers – such is the power of the internet. Today’s buyers can easily research an entire marketplace in minutes. They certainly don’t need someone to connect them with products any more: they need honest advice about how to grow their business profitably and can easily tell when someone is just trying to sell them products. In short, they want to be engaged, surprised and delighted.
There are, after all, only three routes for a supplier to grow their profits: ...
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