When a buyer gets in touch with your team, don’t give them the old sales spiel. If 65% to 90% of the buying journey is done before engaging with you, you don’t need to start pitching when a buyer gets in touch. It’s time to discover your buyers’ new expectations.
Even though more customers are going it alone, they still want a great sales experience. CEB research found that the sales experience makes up 53% of what’s important to a buyer. Just because you’re holidaying in a swanky villa overlooking the Pacific, doesn’t mean you want to travel there by donkey.
Got the t-shirt? Make sure your customer knows. B2B buyers want you for your experience – not only for your awesome advertising. They want to know that you’ve done it before with a company just like theirs – and that you’ll be a safe pair of hands.
Each and every customer needs to know the exact reason for choosing you. Make this blatant and specific: they should know what you can give them, why you’re the best choice, and what they get from you that they won’t get from others. In technical terms: create value propositions and stick to them.
It’s time for sales and marketing to put aside their differences and become one. Teamwork makes the dream work after all. We need to get inside the minds of the sales team. We need to understand their goals, processes and expectations. We need to collaborate better. Need somewhere to start? Try a well-defined service-level agreement.
Now you know what we think, how about seeing what we can do? From aligning your sales and marketing teams to equipping them with the right content and tools, we’re by your side every step of the way.