Modern Sales and Marketing
The change in the car buying process is similar to the way the enterprise software sales industry has evolved in recent years. According to Sirius Decisions, a thought leader that benchmarks sales and marketing best practices, approximately 2/3rds of the B2B buying cycle is done before sales teams are significantly engaged. Added research from TeleSmart Communications projects that 85% of buyer-seller interaction will happen online through social media and video by 2020. Regardless of the statistic, we can all agree we live in a very different world compared to just a few years ago and it will certainly continue to change.
So is the role of the Sales Rep diminished or even dead?
Not at all! It means prospects are better informed so every interaction with a sales rep needs to be high value. The best sales reps quickly understand the buyer’s business goals and desired outcome. Communication with prospective buyers should focus on closing any gaps and demonstrating value and differentiation. Buyers have short attention spans and your competitor is just a click away. A deal can be closed when the buyer is comfortable they are getting what they want and it often comes down to much more than just price. A wise salesperson once told me: “Price may get you the first (and only) deal, but service and support keep them coming back for more.” If you are interested in hearing more about Qlik’s approach to maximizing sales performance, visit us at www.qlik.com/salessolutions. And if you are thinking about buying a used Ford Tempo, stay away!Photo credit: tobo / Foter / CC BY-SA