Top Three Criteria to Shorten the Sales Cycle in an Online World
By Ramon Nuñez, Founder & CEO, LiveHive, Inc.
No matter what you’re selling in today’s online, connected world, if you haven’t adjusted your selling approach, you risk not only longer sales cycles but also missed opportunities.
With instant access to information about products and services, the ability to quickly and easily compare pricing and to purchase goods anywhere and anytime via the Internet, today’s prospects are more informed than ever before. Dubbed by Forrester as the “Age of the Customer,” this shift of power away from sellers and moving toward customers has forced companies to rethink their selling methodology.
- Written by Brian Anderson
- Category: Demanding Views
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Good, relevant content will attract visitors. Great content will keep them around a little longer. But only a truly optimized content marketing experience will ultimately convert those visitors into leads, and eventually customers.
Social selling is a journey, and most enterprises are just getting started.
Marketers are showing signs of embracing data-driven strategies to identify prospects, deliver a better customer experience and improve overall marketing results. However, in my conversations with CMOs and Marketing Ops pros, most organizations struggle to unlock data’s true value. Data quality directly influences its effectiveness. Yet, 60% of companies have an overall data health of “unreliable,” and 25% of the average B2B database is inaccurate, according to marketing ops research firm