Doing More with Less:
The Customer Mindset for 2025
B2B Selling in Q1 2025: Are Your Sales Reps Ready for Today's B2B Buyers?
🏆 Shortlist or Bust
9 out of 10 tech buyers already have 3 brands in mind before they research. Are you in the game or left out?
🌐 The B2B Buyer Has Gone B2C
80% of tech buyers prefer self-research. Is your digital presence building trust before they contact you?
🕰️ Reps are Meeting Buyers Too Late
Over 50% of buyers won’t talk to a rep until the final decision stage. Is your team ready with a compelling 5-minute pitch?
⏳ Longer, More Complex Cycles
Buying decisions can take 3-8 months. Is your team prepared for long-term nurturing?
🤝 More Stakeholders, More Complexity
Deals now involve more departments. Can your reps leverage internal champions to navigate the entire buying committee?
🚦 Don't Let Deals Die in No Decision
40% of B2B sales end with no decision. Your reps need to engage, address concerns, and showcase clear value to win.
Is Your Sales Motion Aligned with Your Customer's Buying Journey?
Did you know 60% of your buyers are now ages 24-42, with almost 30% calling the shots? Here’s how Millennial and Gen Z buyers are rewriting the playbook—and why your sales reps might need a new set of AI-led sales skills.
🛍️ Self-Research is King
Millennials and Gen Z are digital detectives, doing 80-90% of their research before talking to a sales rep. If your rep is sitting by the phone waiting for a call, they might want to grab a snack—it could be a while.
🚀 Text Me, Don’t Call Me
Younger buyers live in their inboxes, DMs, and chats. Phone calls? That’s for emergencies only. If your rep’s first move is a cold call, they might get hit with, “Why didn’t you just shoot me a message?” (Boomers might still love a phone call, but for everyone else, it’s digital-first world)
🗣️ Value Over Features
This crowd cares about business impact, not just bells and whistles. They want to know how your product solves their problems and boosts productivity. If your rep is still stuck in “feature dump” mode, they might get a polite smile followed by a quick exit: “I’ve got a meeting... in 2 minutes.”
🎥 Snackable Buyers Journey Stages Content, Please
This age group loves short, punchy, pod-style content. Give them a 3-minute video or a snappy infographic—they’ll devour it. But if you send a long-form white paper, it’ll get skimmed faster than an “I agree to the terms and conditions” checkbox. (Content writers, we feel your pain: crafting the perfect authentic icebreaker for this crowd is hard work.)
Global Outbound BDRs Disappearing?
The Return of Full-Cycle AEs
Why Cold Calling Isn’t Working Anymore:
📵 Caller ID Kills Cold Calls
With spam detection and call-blocking, buyers easily screen out unknown numbers. If your reps aren’t getting through, they’re likely labeled as spam.
💬 Buyers Want Asynchronous Communication
Younger buyers prefer email and messaging over phone calls. Cold calls feel like interruptions—they want to engage on their own time.
🤖 Generic Outreach Falls Flat
Cold calls that aren’t personalized get ignored. Today’s buyers expect tailored outreach that shows you know their business problems and pains.
🏠 Remote Work Means Missed Calls
Buyers aren’t sitting at their desks—they’re mobile. Unknown calls to private numbers? Not getting answered.