Are the buying process maps of how your customers buy out of date? If so, this can impact the success of how and where you allocate resources:
How do we generate more leads?
How do we acquire more customers?
How do we message to our customers?
How do we improve our brand?
A tool to focus your limited resources in the highest impact area(s) is to map the customer’s buying process to identify gaps.
Are You Behind the Curve of Buyer Evolution?
Recent surveys, such as the one conducted by CEB’s Sales Executive Council in 2011, show that more than 50-60% of the buying process is being conducted without the help of a sales representative. It’s a fact that buyers have radically changed their buying behavior. This must be tied to execution changes in both marketing and sales. The rise of demand generation, inbound marketing, and content marketing have been marketing responses to connect with a new informed buyer. You can learn more about what research has revealed on rapidly changing buying behaviors and how your peers are allocating resources here.
Have We Considered These Recent Developments?
Is the buying process changing at a more rapid pace than the needed adaptations in marketing?
Who makes... Read more