Vendors are now being forced to give the buyer the buying experience that they now demand, and that means ceasing & desisting with the outdated vendor-PUSH sales tactics.
This brief conversation with Mr David Sheppard (Director of Sales HubSpot - ANZ) covers 'information parity' and the fact that the pendulum has swung from vendors to buyers and it’s never coming back. Vendors whom are still ‘pushing’ buyers through a sales cycle are now being compared unfavourably against the savvy vendors whom have now awoken to the new dynamics of the ‘customer pull’ models.
