According to research conducted by CEB marketing leadership council in partnership with google, around 57% of the sales process or due diligence process is over before a prospect ever talks to sales person. The classic sales process of engaging a customer, qualifying the customer, creating opportunity, making a proposal, closing sale and following up, is fast changing. The customers are changing the ground rules. With advent of social media, smartphones, apps, mobility etc., there is a demographic of customers who are swaying away from the traditional sales process.
↧