Scott Gillum, president of Gyro, said it best, “The traditional sales process is now obsolete. It’s time to follow the buyer’s journey.”
Organizations that haven’t revamped their sales processes to accommodate the new consumer are well behind the curve.
Today’s consumer is educated, researched, and more knowledgeable in products and services than they have ever been. How is your organization going to accommodate today’s buyer? Where do you start?
Nearly 67% of the buyer’s journey is done digitally. Buyers can review services on Yelp, ask for opinions on social media, read your online product descriptions, and more importantly, research the competition instead of calling around. Businesses need to do their research on the modern consumer: their interests, values, and what they would want to know about the product before they buy.