With competition smarter than ever and the path-to-purchase lengthening, it’s critically important for sales professionals in complex B2B industries to obsessively focus on the detail of their ever growing people networks.
Today’s B2B buyers are constantly being sold to – trial this, demo this, download that and their data used to tempt them away from existing providers. Your clients have much information and many options. If you’re not engaging the right buyers with the right messages at the right time to stay top of mind, then your competitors are. Are you letting competitors walk away with key accounts?
It’s easy to think of sales as a numbers game – the more prospects, the more leads, the more eventual clients won. Yet organisations are falling short of their growth goals because they can’t consistently make the best relationship-enhancing decisions in the hundreds of moments that make up the sales cycle. Your people could be losing hours – even days – each week working on leads that won’t lead anywhere, instead of nurturing those that will.