Mapping & Building Your Sales Process
Get your growth enablement guide to selling smarter in everchanging markets.
In the B2B and direct-to-consumer world, the traditional sales cycle has almost completely disappeared. Linear buying journeys where customers moved effortlessly from awareness, to consideration, to making a decision, and ultimately to making a purchase have become outdated. But why?
This evolution in the marketplace can be attributed to a variety of technological advancements, as well as changing buyer behaviors. Buyers have taken the reins of their purchasing decisions. They no longer rely on salespeople to inform them of the best options available to solve their problems. Therefore, companies looking to grow must become information connectors and ensure they are putting out content that will help prospects educate themselves properly through the first three-quarters of their buying journey. Sellers need to reposition themselves as unbiased resources to be viewed as valued partners by today’s buyers.
This eBook offers guidance on how to navigate markets in a constant state of fluctuation. In this guide, you will find actionable tips and best practices to help you prospect and build pipeline within your target market.
Get your copy to learn more about:
- Reassessing your ideal customer profile (ICP) and buyer personas.
- Gaining deeper insights into prospective industries.
- The added value of including a prospect’s Chief Financial Officer (CFO) in sales conversations.
- Personalization vs. relevancy.
- And a whole lot more!