Don’t totally eliminate the opportunity for human interactions at all points in the process. 75% of B2B buyers prefer digital channels and sales-rep free buying experience, but there’s a catch. 💻

Buyers who rely solely on self-service during purchase are 1.65 times more likely to regret their decisions than those engaging with sales teams during buyer problem identification and solutions discovery phase.

This paradox emerges from the complex B2B purchase journey, involving on average 6.8 people and diverse goals as part of overall organizational needs.

Does a Hybrid Solution Make Sense?

Combining the efficiency of digital tools with the personalized guidance of sales professionals accelerated the process. Emergence of digital sales room SaaS provider underscores the success of merging tech with human insights. 💻 🧑‍💼
In fact, assisted digital purchases have been shown to reduce buyer’s purchase regret by 50% compared to fully self-service approaches. Empowering sales teams with data insights will enable businesses to deliver more tailored recommendations and help reaffirm the value of their solutions to buyers throughout the discovery to purchase journey. 🛣️

As a SaaS product leader, what steps can you take today?

1. Value Framing: Clearly communicate how your solution meets each prospect’s specific needs. Targeted. 🎯
2. Value Affirmation: Reinforce confidence by demonstrating that buyers are making the right choice and you’re bringing Clarity to their business. Empathy. 🌲

As B2B buying and go-to-market levers evolve, blending digital and human experiences will become crucial.

If you’re in this space, would love to hear how you’re supporting your sales teams to close more.💰

This post first appeared on LinkedIn. See the post here https://www.linkedin.com/posts/clarityhq-ai_b2b-salestransformation-digitalinnovation-activity-7247957386601054208-o4Kn