Buyers claim that they’re 60-70% of the way through their purchasing decisions by the time they engage one of your salespeople. Yet 60% of most companies’ qualified pipelines are ending up in “no decision.” Your prospects may feel that they’re close to choosing a solution to their business issues, but their actual decision (or lack thereof) reveals that they weren’t convinced that they ever had an urgent challenge to begin with. Learn how to pepper your marketing messages with a differentiation strategy and prepare your salespeople with content that breaks through your prospects’ status quo barriers, builds a buying vision for your solution and creates an unfair bias for your solutions before the competitive bake-off even begins.
Mitch Askenas, Piksel
Scott Weinhold, Corporate Visions