According to current research, buyers are more than 60% of the way through the sales process before contact is made with a potential supplier.
Traditionally, buyers suffered through evaluating a product and deciding whether to buy it with only information provided to them by the seller. Today, all of the information needed to evaluate a product is available online and buyers are no longer dependent on the seller.
If today’s sales teams don’t align themselves with the modern buyer’s process and fail to add value beyond the information already available to the buyer, he or she has no reason to engage with a sales team.
I specialise in helping businesses re-align their sales functions to enable profound interactions with potential customers at every stage of their journey that lead to dramatic increases in lead generation and subsequent sales.