By
Christine Cr
and Ell
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- Ninety-nine percent of buyers’ time is spent researching their intended purchase, whereas 1 percent of their time is actually spent making the purchase.
- Seventy-five percent of the process that B-to-B buyers go through to make a purchase is completed before they even consider talking to a salesperson.
- Less than 50 percent of B-to-B sales teams achieve quota because effectively engaging with qualified prospects is a major challenge.
- Only 3 percent of sales interactions are considered worthwhile by prospects.
If you want to grow, you have no choice but to redefine how you go to market. To help guide your transformation, here are six laws on how to market and sell in this social age:
1. Discover the invisible. With over 75 percent of the B-to-B buying cycle invisible to vendors, most companies mistakenly assume that the first contact is the beginning of the buying cycle. It's not.
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Christine Cr
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