Whether it’s the Internet or mobile devices, technology has changed the way buyers are buying, allowing them to plug in from anywhere to do their own research.
If buyers no longer want to be sold to but do want relevant information and insights, what’s a sales rep to do? The answer is for them to tap into all the data at their disposal to inform smart interactions.
We’ve already spelled out that sales reps need to be seen as a valuable resource for buyers, and we’ve outlined how they can do that by establishing themselves as the go-to-resource for all.
Predictive text on search engines can shed a lot of light on what people believe, and one of the latest adages to take hold in the B2B sales and marketing space is the idea that the cold call is dead.
As I talk to customers, many of them tell me that two must-have features for their enterprise resource planning (ERP) system are that it be easy to implement and easy to use.
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