Emilio Garcia argues that buyers today are more informed than sellers because they can research products online before talking to anyone. Ten to twenty years ago, salespeople controlled the information. Now sellers must align with knowledgeable buyers instead of trying to educate them after the fact.
has their buying, you know, habits changed the same way that our company have changed? And so again, most of the time is that your buyers are ahead of you, most of the time, but not always. The point is you wanna align them. So with that context in mind, yes, the internet have changed a lot of things and what it have changed the most is the buyer's perspective. The seller is trying to catch up. And the reason is because 10, 20 years ago, when, when there was no access to so much information as we have right now, the only way to get knowledge about a product or an offering was to actually talk to someone, usually someone from the company that was selling the product or the service, because the information from other buyers was limited. By reach, right? It, it wasn't that there weren't any all knowledgeable buyers, is that if you look around on your, on your real world network or social network, probably you didn't know any other buyer, qualified buyer, especially in B2B.
