March 5, 2012 by Bob Hill
Posted in: closing, In this week's e-newsletter - Sales & Marketing, Latest News & Views - Sales & Marketing
In order to achieve breakthrough results in 2012, managers need to focus on three strategic drivers:
- Customer feedback. In a buyer’s market, the more resources Sales has for soliciting, analyzing and acting upon instant feedback, the more successful the department will be.
- Buyer engagement. Studies have proven companies that engage buyers in today’s competitive marketplace generate 20% more leads, 30% more loyalty and significantly higher year-to-year revenues.
- A value proposition focused on prospects (not products). In the digital age, prospects who are in need of a supplier have instant access to hundreds of options. That means in most cases, reps need to focus on prospects, not products. The more each presentation is geared toward that customer’s specific needs, the higher your department’s closing rates will be.