The same way our customers do before they engage us
Posted: Mon Jan 27, 2025 10:23 am
The world of sales has changed
With consumers’ desire to engage brands on their own terms, armed with more information and insights than ever before, the world of sales has also changed. According to a CEB study, 89% of customer purchase journeys begin without seller input. And Forrester forecasted that, over the past five years, one million B2B salespeople in the U.
S. will lose their jobs to self-service eCommerce, accounting for 20% of the B2B sales force.
So is sales doomed? In short: no. Forrester points out your sales team can still strongly influence the buyer’s journey. But in order to stay relevant and continue to add value, organizations need to shift their focus entirely to the customer and be mindful of their experience with our sales teams. Why? Because unfortunately many of our sales strategies are still based on traditional tactics like email blasts and call blitzes, that, in our customer’s eyes, bother them!
The good news is the industry is full of great examples paraguay telegram data of winning both market share and customer loyalty without bothering your buyer.
For example Amazon, unquestionably the largest online eCommerce site in North America, had over $280B in annual sales in 2019 – and few of us would describe our relationship with Amazon as bothersome. On Amazon, we search for things, buy, and view recommendations and suggestions personalized for us. That’s it. What about day-to-day? Well, when we’re looking for restaurant recommendations we can check Yelp or ask our Facebook friends. When we go on vacation, we ask others where they went and if they liked where they stayed. We seek personalized, contextual, and trustworthy information to make important buying decisions.
With consumers’ desire to engage brands on their own terms, armed with more information and insights than ever before, the world of sales has also changed. According to a CEB study, 89% of customer purchase journeys begin without seller input. And Forrester forecasted that, over the past five years, one million B2B salespeople in the U.
S. will lose their jobs to self-service eCommerce, accounting for 20% of the B2B sales force.
So is sales doomed? In short: no. Forrester points out your sales team can still strongly influence the buyer’s journey. But in order to stay relevant and continue to add value, organizations need to shift their focus entirely to the customer and be mindful of their experience with our sales teams. Why? Because unfortunately many of our sales strategies are still based on traditional tactics like email blasts and call blitzes, that, in our customer’s eyes, bother them!
The good news is the industry is full of great examples paraguay telegram data of winning both market share and customer loyalty without bothering your buyer.
For example Amazon, unquestionably the largest online eCommerce site in North America, had over $280B in annual sales in 2019 – and few of us would describe our relationship with Amazon as bothersome. On Amazon, we search for things, buy, and view recommendations and suggestions personalized for us. That’s it. What about day-to-day? Well, when we’re looking for restaurant recommendations we can check Yelp or ask our Facebook friends. When we go on vacation, we ask others where they went and if they liked where they stayed. We seek personalized, contextual, and trustworthy information to make important buying decisions.