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3 tips to adapt to new customer expectations

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“Today, with buyers now controlling the majority of the front end of the sales process, sellers must learn to facilitate a buying process—not conduct a sales process.”

– Colleen Francis, Founder and President of Engage Selling Solutions

Veröffentlicht in: Business
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3 tips to adapt to new customer expectations

  1. 1. Productivity Series | An essential guide to sales productivity in the modern era An essential guide to sales productivity in the modern era Buyer 2.0 3Tips to adapt to new customer expectations
  2. 2. 3 Tips to adapt to new customer expectations Today, sales teams must sell to self-empowered, highly informed “super” buyers. These potential customers are incredibly savvy when it comes to tracking down information about possible vendors and solutions and vetting their options. They are getting information about companies and their products from an unprecedented number of sources: Internet searches, company websites, their social network (e.g., Facebook, LinkedIn, Twitter), their professional communities, news outlets—you name it! Put simply, today’s buyers can access virtually any information, easily compare options, and instantly validate their decisions with the click of a mouse or touch on a screen. An essential guide to sales productivity in the modern era
  3. 3. “Today, with buyers now controlling the majority of the front end of the sales process, sellers must learn to facilitate a buying process—not conduct a sales process.” – Colleen Francis, Founder and President of Engage Selling Solutions An essential guide to sales productivity in the modern era
  4. 4. Buyers no longer want to be sold to Along the way, most buyers prefer to keep sales reps at arm’s length as long as possible. Who can blame them? No one wants a hard sell if they can avoid it. As a result, because buyers are more in control of accessing information, they no longer depend on sales reps to narrow down their options and make a shortlist. An essential guide to sales productivity in the modern era 1
  5. 5. Digital signals are key This sea change in buying has altered the nature of engagement and ways that organizations interact with buyers. That’s not to say traditional interactions—such as those via email, on the phone or in person—are dead. It does mean, however, that cold calls and unsolicited emails are less effective than ever at sparking a conversation with potential customers. Just look at the stats: a cold call is only 3% effective, according to an IBM preference study.1 Now compare that to reaching out via a LinkedIn Inmail—recipients are likely to respond to those outreaches 67% of the time.2 So what does this mean for today’s sales reps? 1 http://business.linkedin.com/sales-solutions/prospecting-tool/cold-calling-tips.html 2 http://www.gmigroup.be/cms/uploads/Presentaties/Klantendag%202013/GMI%20Dynamics%20CRM%202.pdf An essential guide to sales productivity in the modern era 2
  6. 6. Companies hire salespeople to drive revenue, but it turns out that the majority of sales reps spend very little of their time actually doing the jobs they were hired to do. According to Pace Productivity, just 22% of a typical sales rep’s week is focused on selling.3 Let’s face it—reps can’t close if they’re hamstrung by inefficient processes, left out of the conversation initiated by marketing, or simply distracted by time-sucking administrative tasks. What’s more, considering that sales reps are often not looped in until buyers are two-thirds of the way though the decision-making process, sales productivity matters now more than ever. In other words, salespeople need to free up as much of their time as possible to focus on selling. 3 http://paceproductivity.com/files/How_Sales_Reps_Spend_Their_Time.pdf An essential guide to sales productivity in the modern era Typical Sales Reps % of Weekly Hours 3 Businesses need to let salespeople sell
  7. 7. DOWNLOAD THE FREE EBOOK www.microsoft.com/en-us/dynamics/always-be-closing/default.aspx An essential guide to sales productivity in the modern era

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