From the course: Inside Sales
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Today's customers are in charge
From the course: Inside Sales
Today's customers are in charge
- We looked at how to make first impressions count. Now, I want to help you leverage that introduction to engage and deliver maximum value to that prospect. Yesterday's customers wanted to be sold to, and they relied on sales and marketing to lead them through the buying process, regardless of their own desires. They were loyal, predictable, and cooperative throughout the whole sales cycle. Today's customers are in charge now. Unpredictable, super busy, super mobile, super connected and independent. They don't want to engage with a sales person until they're at least halfway through the entire buying journey, choosing digital self-serve and remote human engagements over face to face interactions. It's not easy decoding their mixed messages. Here are seven tactics to help you engage and deliver maximum value with today's modern customer. Since most of these new buyers are digital natives, such as Millennials or Gen Z,…
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