The secret weapon for your B2B sales teams is mastery of second contact and beyond. Mastery of second contact and beyond includes, but is not limited to:
Being responsive
Being contextually relevant
Being trustworthy
Having the X-Factor
Let us look at this in more detail:
The Background
Gone are...
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Lack of messaging alignment around how products create value
is a problem for most companies. And lack of alignment around communicating
the value delivered by a company and its solutions is all too common. There is a lot at stake; Craig Rosenberg cites a research
from Sirius Decisions that “B2B...
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Everyone agrees that the sales battleground has changed irreversibly.
Let’s first take a sneak peek at the current situation.
The Situation Today
It is no secret that today's buyer has done his or her
research about most of the available options before they reach out to vendors. While
the...
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