turning the buyer's journey into an expressway: 3 ways to improve your close rates
DESCRIPTION
Buyers today are better informed than they have ever been. Learn how you can adapt your sales process to reach these super-connected and mobile buyers.TRANSCRIPT
Turning The Buyer’s Journey Into An
Expressway: 3 Ways To Improve Your Close Rates
3 Ways To Improve Your Close Rates
Jim Keenan, Senior Partner, A
Sales Guy Consulting
Conrad BayerCEO, Tellwise
How do you see the buyer’s journey changing in today’s market?
3 Ways To Improve Your Close Rates
Is this greater understanding a function of more attention, better tools and technology to monitor
those different phases?
3 Ways To Improve Your Close Rates
3 Ways To Improve Your Close Rates
How do the different channels and buyers influence this decision?
How can companies move away from this idea that every buyer goes through
the same buyer’s journey and start creating their own niche buyer’s journey
for their clients?
3 Ways To Improve Your Close Rates
3 Ways To Improve Your Close Rates
3 Ways To Improve Your Close Rates
Once you’ve got your buying process mapped out, how do sales reps use this information? How do they pair a certain action, such as sending over a demo
video, to each stage?
How do the different channels and buyers influence this decision?
3 Ways To Improve Your Close Rates
Once you’ve got your buying process mapped out, how do sales reps use this information? How do they pair a certain action, such as sending over a demo
video, to each stage?
3 Ways To Improve Your Close Rates
3 Ways To Improve Your Close Rates
How do you build this niche buyer’s journey into your sales organization? What questions do you ask and what are you trying to understand? How do
you map it to your existing sales process?
So how do you identify these key steps?
3 Ways To Improve Your Close Rates
What about who is involved in the process and at what point they get involved? When does the CIO get involved? When does the CEO get
involved?
3 Ways To Improve Your Close Rates
3 Ways To Improve Your Close Rates
So what are the key things that sales managers need to do to
keep their teams on track?
QUESTIONS?
3 Ways To Improve Your Close Rates
