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WHAT WE’LL COVER
SO… HOW HAVE SALES BEEN LATELY?
of buyers report that sales reps are unable to answer their questions effectively.58 p
erce
nt
(Forbes Insight)
of marketing deliverables are NOT used by sales.90 p
erce
nt
(The New Rules of Sales Enablement)
of the average salesperson’s day is spent on non-revenue generating activities.80 p
erce
nt
(telesmart.com)
of the buying process today has already been completed by the time a potential buyer has engaged with sales.57 p
erce
nt
(executiveboard.com)
THEN VS. NOW
THEN VS. NOW
LEVERAGE
NOW
Information is everywhere
Easy to find reviews of products and services
Majority of buying process completed before sales is even approached
TECHNOLOGY HAS GIVEN LEVERAGE TO THE BUYER
POTRAIT OF A MODERN BUYER
DIGITALLY DRIVEN
RESOURCEFUL
BETTER PREPARED THAN YOU’D EXPECT
KNOWLEDGEABLE
TRANSPARENT
CONFIDENT
RISK-ADVERSE
WHAT IS THE “CUSTOMER BUYING EXPERIENCE” ?
SOME STATS YOU SHOULD PROBABLY KNOW
of buying experiences are based on how the customer feels they are being treated.70 p
erce
nt
(McKinsey)
positive customer experiences to make up
for ONE negative experience.12(Parature)
It takes
OVERTAKE PRICE AND PRODUCT 2020
(Customers 2020 Report)
By
customer experience will
as the key brand differentiator.
A platform that simplifies the customer buying experience for sales
