In the pre-Internet days people used to say, “Buyer Beware.” Companies were in control. They set the price. They educated the buyers. They negotiated from a position of power. That’s not the case anymore. The tables have turned. It’s “Seller Beware.”
Your brand and marketing create the conditions for a sale. But a flawed sales process can unravel all the goodwill created by your brand. Manage your sales process to a high standard, and deliver a buying experience your customers expect.
A B2B customer can be 90% of the way through the buying cycle before they even engage a sales person. Is your call to action too late? Typical call to to actions like “contact us” or “request a demo” only work when the buyer knows what they want. How can you engage your customers sooner?
Spend a few minutes on Google Analytics, and you realize everything is measurable. You can track where visitors come from, who referred them, how long they were on your site, what pages they viewed, did they request information, and much, much more. The volume of...
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