Being proactive and anticipating next steps, building trust and stronger relationships with prospects, identifying opportunities and reducing risks are all key to staying ahead of your competitors and succeeding.ĭue to the shift in buyer behaviour and customer expectations, sales teams need to work smarter not harder, and sales leaders need to have greater visibility of information. When your hard work pays off and you succeed in capturing a prospect you want to give yourself the best chance of closing that business. The likelihood is that they are 60%-70% down the road of their buying journey before they get in touch. Today’s buyer will do a vast amount of research online before engaging with a seller. Not only is there an increase in your competition but there has been a shift in buying behaviours and of customer expectations. It’s getting harder these days to uncover and get in front of new prospective buyers.
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