Modern procurement teams conduct their entire due diligence process online...

https://tiny-wiki.win/index.php/B2B_vs_B2C_Reputation_Management:_Why_Your_Enterprise_Pipeline_is_Leaking

Modern procurement teams conduct their entire due diligence process online before they ever contact your sales team. When your LinkedIn, G2, or Clutch profiles look outdated or empty, you signal instability and lack of focus