An interesting post by DaggerFoil Group about dominating the competition in 2015!
Dominate the Competition ins 2015! Over the last few years there has been a massive transformation in the way customers buy in B2B technology markets. Yet, the vast majority of technology vendors take their products to market essentially the same way they have for the last 50 years. Their Marketing organizations focus on creating leads, then handing those leads to Sales and sales reps take them through their process and close business….hopefully. The underlying assumption is that sales reps own the customer through their buying process.
Unfortunately, most of the customer’s buying process is done before they contact a vendor. Today, studies indicate that 56-70% of the customer buying cycle is completed before they ever contact a vendor. Sales engagement is less than the back half of the buying cycle!