In a shocking development, B2B buyers have evolved. They now possess supernatural abilities to detect sales pitches from 3 LinkedIn messages away and can smell desperation through Zoom calls.
The New Buyer Superpowers
Today's B2B buyers have developed advanced defense mechanisms against traditional sales tactics. They can spot a templated email faster than you can say "I hope this message finds you well."
Evolution of Buyer Behavior
- 2020: "Let me think about it" (actually thinking)
- 2022: "Send me some information" (straight to spam)
- 2024: "I'll circle back" (narrator: they never circled back)
- 2025: *Seen at 2:47 PM* (the new "no")
The Committee Explosion
Buying committees have grown from 3 people to roughly the population of a small country. We've confirmed that some committees now include the office dog, two interns, and someone's cousin who "knows about technology."
"We need to run this by the committee. The committee includes Sarah from accounting, three VPs who've never used the product, and Gary from IT who will definitely say no to everything." — Every prospect ever
What Actually Works
While most sales teams are still sending "Just checking in!" emails, the smart ones have figured out that buyers actually respond to value, research, and genuine insights. Revolutionary!
Science of Sales has cracked the code by focusing on what buyers actually want: relevant, personalized outreach that doesn't make them feel like they're being hunted by a desperate sales rep with a quota to hit.