In a traditional sales model, sales reps act as gatekeepers of information. Today’s buyers, however, are more empowered than ever before. Instant access to information allows for more informed decisions based on independent research, reviews, and comparisons.
Rethink Your Traditional Sales Approach
57% of the buying journey is completed before a buyer reaches out to a vendor. Inbound marketing strategies and conversion-focused websites are delivering more early stage leads to sales. These leads may not quite be ready to buy. Most organizations have not yet adapted their sales approach to this new type of lead. A shift needs to happen. Sales strategies need to be more helpful, consultative, and should include more touch points to stay front of mind with prospects. But all of that communication is a lot of work and sales reps are already overwhelmed. How can they keep up?
Give Your Sellers The Tools For Success
Inbound marketing without sales enablement won’t produce a high ROI. Your marketers aren’t the only ones who need to change strategies. Your sales people also need to learn new technologies and insights that are now required to effectively sell to customers.
Sales needs to provide prospects with the right information to help the prospect throughout the entire sales process.To do so, they need the tools to sell more efficiently. This includes automation technology, contextual messaging, helpful sales assets, and a clear and defined sales playbook.