A new generation of purchasing professionals is joining the organization

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much more digital and autonomous. With a great capacity to move digitally and validate opinions online. On average, a sales professional spends 3 hours a week looking for Intellectual Leadership to advance in their work.

As we can see in the Gartner chart below, they now spend more time searching independently (27% online + 18% offline) than “sitting down” with B2B salespeople (17%).

Marketing has a challenge in giving visibility to the company indonesia business email list in this autonomous and digital search, but above all, the organizational challenge of aligning Marketing with Sales around the buyer's experience.




We can see this level of autonomy in the graph below where the first four phases (in blue) of the purchasing work are autonomous and digital.

They usually happen without people, and if they did, it would be through digital channels such as video conferencing, webinars or a chatbot.

Hence the need for a Hybrid sales model that we will explain throughout the article.