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

https://www.pop-bookmarks.win/when-procurement-teams-vet-a-vendor-they-aren-t-just-looking-at-your-feature

Modern procurement teams conduct their entire due diligence process online before they ever speak to a rep. If your profiles on LinkedIn, G2, or Clutch look empty or outdated, these buyers assume your business is struggling or unorganized