How do you keep your prospects engaged on their THEIR terms?
The internet has enabled customers to do more of their research and buying processes online, engaging the sales person much later in the process. Technology is also ushering in an era where marketing can now support more and more of the traditional sales funnel activities, and do more of the preliminary selling. As marketing supports more “top of the funnel” activities, there will need to be a smooth hand-off to sales people (with as much organized data as possible) to help enable conversion and mitigate risk. This change means as sales people touch a smaller and smaller slice of the buying funnel, they are required to be more productive, customer-centric and take a more consultative approach. The key is to sell value, not the product. That is where the real value of the sales person comes in during sales conversations today.
Prospects engage vendors when almost 60% through the buying process.
In most industries the products are more alike than different, and the only way to differentiate yourself in the marketplace is by clearly and proactively articulating real value to your customers. In many instances, that will take a well-trained sales person armed with the right data, intelligence and tools to have timely and relevant conversations to close the deal. Sky Blue makes it easier, more productive and more efficient for sales to engage the customer in a way they want – via the Internet. Leveraging Sky Blue, sales materials can be packaged up in a way that adds value and encourages interaction, while giving sales “grab-and-go” experiences to free up time for more selling activities. Advanced tracking provides the sales person with visibility into when a prospect has viewed the experience, what they looked at, and for how long – arming sales with intelligence they’ve never had before to pinpoint the lead’s pain points and frame the value solution around it.
Sky Blue makes it easy to deliver the right engagements at the right time. Sign up for a free trial today!