🙋🏻‍♀️🙋🏽‍♂️ Survey Finds 67% of B2B Buyers Prefer a Rep-Free Experience

📬 Friday, March 13, 2026

TGIF! It’s Friday, friends. And (gasp! 😲) it’s almost the end of Q1. How have your Q1 revenue-generating efforts gone thus far? 👍🏼 / 👎🏼 If they haven’t gone as well as you’d hoped, what are you doing about it?

Here’s what you missed this week while you were out selling and growing your business:

1) Why Executive LinkedIn Posts are the Most Valuable Signals in B2B Sales 💰

When a VP of Sales shares a post about scaling their team's outbound process, they're telling you what's on their desk right now. When a CFO comments on an article about cost reduction strategies, they're revealing a priority you couldn't have guessed from their job title alone. Most B2B teams track job changes, funding rounds, and hiring patterns. These are useful signals, but they're also obvious ones… Read more here. 👈🏼

📎 Sales Tip(s) of The Week:

The 80/20 rule works in so many mysterious ways, doesn’t it?

Truth is, it works for discovery-type meetings and calls, too.

There is a time when you, as the sales professional, can own the spotlight and hog the mic, but that time doesn’t happen until you're presenting a proposal or your solution(s).

The rest of the time? Your prospect and/or customer should be owning much of the ‘talk time,’ as they say.

Why?

How will you ever know what challenges your prospects are having if you’re not listening and asking questions? How will you ever be able to drill down into a challenge topic and find the real root cause if you’re taking the mic to offer solutions?

Much like managing your sales process (and moving the opportunity through your different sales stages like a Quarterback), the discovery time with your prospects and/or customers is the most vital part of your role as a sales professional.

And when you let them talk and own the mic, you take yourself out of being seen as a ‘sales rep.’ Don’t sell, just listen. And position solutions later as a trusted advisor.

🦉 Who Is Sales Homie?

To do this, we focus on three areas :

Fractional Sales Leadership, placing a seasoned Sales Executive at any level (Manager, Director, Vice President, Chief Revenue Officer) into your department. For organizations seeking a consultant, Sales Homie offers Consulting Services tailored to meet your organization’s specific needs.

In need of targeted recruiting for your business development teams? Sales Homie Recruiting builds sales teams that drive results for their organizations. Our retained searches offer 180-day placement guarantees, detailed 30-, 60-, and 90-day onboarding plans, and additional benefits.

Coaching and Training programming includes membership in one of our Sales Squads, a sales peer group ecosystem, individual Sales and Business Owner Coaching, plus our quarterly sales education series, the Revenue Hangout.

For more information, please visit our website.

CRM SUPPORTER

The CRM to get your sales organized. Pipedrive users close an average of 28% more deals after their first year. Learn more here. 👈🏼

2) The Sales Leadership Gap That Quietly Limits Revenue Growth 🤫

In the early stages of a company, sales are usually simple. A founder identifies a problem, develops a solution, and begins selling it. Early customers buy because they believe in the founder, the mission, or the value proposition being presented. At this stage, founder-led B2B sales can be incredibly effective. But eventually something changes... Read more here. 👈🏼

🎙️ Sell Like A Homie - Podcast

Sales Homie will be launching our podcast series, “Sell Like A Homie,” in April! We’ll be digging into all things sales with different guests, bits, facts, and strategy sharing.

You can follow Sales Homie on YouTube to not miss an episode, or simply keep subscribing to The Sales Report to find clips and links to recent episodes.

3) Survey Finds 67% of B2B Buyers Prefer a Rep-Free Experience 🙋🏻‍♀️🙋🏽‍♂️

Buyers want to engage on their own terms, as 67% of B2B buyers prefer a rep-free experience, according to a Gartner, Inc. survey. A survey of 646 B2B buyers conducted from August through September 2025 found the shift is already underway, with 45% reporting they used AI during a recent purchase. Buyer journeys are becoming more self-directed and digitally mediated... Read more here. 👈🏼

📊 Weekly Financial Forecast:

The U.S. budget deficit surpassed $1 trillion for the fiscal year through February but was sharply lower than the same period a year earlier, Treasury Department data showed Wednesday.

For the fiscal year to date, the deficit totaled $1.004 trillion, about 12% lower than the comparable period in 2025, as government revenues rose faster than spending.

Helping narrow the gap was a sharp increase in tariff collections. Customs duties totaled $151 billion through the first five months of the fiscal year, up about $113 billion, or 294%, from a year earlier.

If you found this content relevant and helpful, please hit the subscribe button below to receive The Sales Report. You can also follow Sales Homie on LinkedIn and Twitter for more conversation and discovery!