Its official: when it comes to customer relations, the days of relying solely on salespeople and evangelists to build trust with your customers are long gone. In my time as a senior executive at various companies, as well as a consulting partner with Accenture, Ive witnessed a shift in how vendors engage with their buyers, and in turn, how buyers engage with their vendors.
Research tells us that nowadays a buyer has completed up to 80% of the buyer journey before ever interacting with a salesperson. Companies that once relied on wining and dining potential customers are now finding themselves in a sales slump, and buyers who dont make their voice heard to their vendors are consistently left disappointed by those vendors product releases and business strategies.
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