We’ve all heard the statistic that 57% of the sales cycle is complete BEFORE the buyer ever speaks to a sales person. In the ‘old days’ the sales person really controlled the message received by our target buyers and educated them at every step of the buying journey. In today’s digital world where buyers self-educate with information they gather online, marketing plays an ever-important role in providing relevant content to the buyer through the early sales journey. They call this the ‘hidden sales cycle’.
So, does your sales team get this? Are they still waiting for a hot lead to follow up where they are totally in control of the prospect and what they know about your competitors and your products or services? We hope many do know (or they are missing a beat). But, for those that don’t, we’ve come up with a few tips you can pass along to your sales counterparts. They need to start thinking in these terms:
- Know your target audience
- Know where they are looking for information
- Develop the content that will attract their attention
- Start thinking in real time
Get all the details, tips and tricks by viewing this presentation: http://www.slideshare.net/Eloqua/have-you-discovered-the-hidden-sales-ccycle-yet.
