Isolate the data you need to understand rapidly changing buying behaviors.
Clarify buyer personas and the journey stages to ensure you’re sending the right message to the right person at the right time.
Create a compelling sales story that motivates sellers and demonstrates business value to your buyers.
Execute a digital-first plan addressing the fact that almost 70% of the research process for your products is now done digitally.
Is your website and digital content mobile enabled? Does your sales team use your website in conversations with highly mobile customers.
Most Importantly, arm sales team with a customer conversation battle card. Then train and coach sales team to present your story with confidence and conviction.
of the buyer's journey is now done digitally
of the purchase decision is complete before a customer even calls a supplier.”
of potential deals end in No Decision
(Sales Benchmark Index )
Has power shifted dramatically to your buyers?
Do you want to accelerate sales? Have your growth numbers proved disappointing? If so, you may be experiencing some of these issues
"My customers are completing the majority of their buying cycle and establishing preference before they contact my salespeople"
"My brand and value stories are not compelling when customers are researching my products on mobile devices"
"Too many potential deals are ending in No Decision. My prospective customers lack a sense of urgency"