Research from CEB and others shows that customers are 60 percent or more through the decision process before they ever engage with a salesperson. Today’s buyers do extensive amounts of online research and seek information from their peers. For salespeople, this means it is important to listen and nimbly respond to where customers are in the buyer’s journey. If you use a linear sales process that goes over information they already know, you will frustrate your customer and slow things down. You should be prepared to seamlessly switch between presentations and slides, so you can keep the sales process moving forward rapidly and show the buyer that you respect their time.