“Today we live in the age of self-educating buyer who is using digital channels to develop a short list of solutions to pain point”, the author of ‘The Invisible Sale’, Tom Martin, said. Nowadays people are way busier than before, they don’t have time to spend 20-30 minutes on the phone qualifying the leads. It’s important to understand that companies should let the prospects (potential leads) to self-qualify by simply monitoring what those prospects are reading,downloading and viewing online. This way you might be able to discover new invisible buyer leads.
The days when buyers of products or services were forced to rely on information provided from sales team,are gone. Technology,especially internet has shifted the power from seller to buyer. Those have lots of online tools and information available. Thus, it makes them less dependent on sellers or vendors.
With this, you should make sure you create social media and marketing strategy. There are some basic points you could touch to define it. For example, defining your social media audience, choosing the right social media platform for your company, how are you going to see the success of it,etc. More of it coming in my next posts..
Additionally to the content, it’s crucial to realize that in today’s internet-based world, the competition is much higher than ever before. You cannot make a mistake of creating the content that isn’t any helpful to your potential client. Any companies can provide white papers, blogs or any information that can be downloaded. The information you want to provide your qualified buyers must be very helpful. The content you put online must be appealing and must give a great impression to convince a potential buyer to make a purchasing decision.
It’s important to know that sales are becoming more invisible every day. Buyers are 57% of the way through the buying decision before they are even talking to a sales people. That’ s why your online content is your online salesperson. So make it the best you can to get some leads done the fastest way possible.
Hot Sales & Marketing Trends 