Twenty-five years ago, I was but a mere snot-nosed kid out of college who suddenly decided that law school was not in the future. With a recession in full swing, and a need to pay the rent, I took the first job offered and went into sales.
There's an interesting article in Forbes that discusses new trends in B2B customer behavior.
As a new research from Google and CEB titled "The Digital Evolution in B2B Marketing" shows, customers complete nearly 60% through the sales process before engaging a sales rep, regardless of price point.
That's always was a cornerstone for all sales pitches and starting point for conversations with customers. "Let me show you how we can help you ....", inevitably followed by some great benefit. An offer they can't refuse! It was based on the presumption that everybody was looking to "Increase, Improve, Upgrade, etc.." Yes, it's been working for a long time- especially when companies could afford to spend money on various improvements. Too bad, those days are over.
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