Most companies -- especially small businesses -- mistakenly lump all of their prospects and clients into one bucket.
While this approach may have been effective in a bygone era, your prospects and clients today have much higher standards.
Selective consumption has made it possible for your prospects and clients to get exactly what they
As a result, a plain vanilla one-size-fits-some approach -- usually fueled by a cocktail of arrogance, ignoring, and living in the past -- just won't’ cut it anymore.
If you don’t give your prospects and clients exactly what they want, exactly when they want, rest assured your company is one click and browser back-button away from irrelevance.
So what can you do to combat that?
The solution requires a two-pronged approach:
When your company invests the resources to properly segment your leads by buyer persona and buyer’s journey stage, your prospects and clients not only have a much more favorable impression of your company’s ability to address their goals and solve their problems.
However, the benefits are much greater. By now understanding exactly what each buyer persona wants to know at each stage of their buyer’s journey for your products and services, you can proactively deliver educational resources that stay one step ahead.
So with better segmentation, and having resources for each buyer persona and buyer’s journey stage, you’re proactively educating your potential clients about what matters most to each.
That way, by the time your sales team is involved, your sales team can do with it does best: selling and closing, rather than educating on a one-off basis.
Instead, your sales reps can observe how each lead interacts with different kinds of content and offer assistance at the exact moment that active buyers are ready for a sale conversation.
Moreover, your sales team will be an order of magnitude more helpful to prospects and clients as they’ll be able to personalize the conversation to the kinds of issues that the person has shown the most interest in.
If you’re serious about seeing a dramatic increase in sales cycle acceleration, typically a minimum of 20%, here’s what we recommend:
Get More Leads, Sales Opportunities, New Customers, and Revenue
Connect the Dots Between Social Selling, Lead Generation, Sales Acceleration, and Closing New Customers
Find Out How Your Current Revenue Growth Strategy Stacks Up Against the Competition and Industry Best Practices