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This customer-centricity hasn’t always been illustrative of the approach sales professionals have adopted in order to close deals. I remember the time when, if you wanted to buy a product or service from a company, you would call a 1-800 number, because that was your only option. You were subjected to a pushy, aggressive “Always Be Closing” attitude, because that was your only option. Sellers hadn’t evolved beyond interruptive sales tactics such as cold-calling, and firmly believed that when it came to their sales pipeline and the customer journey, they were the ones in a position of power and influence. Yet very swiftly, customers decided they didn’t want to deal with an aggressive approach. And they didn’t have to. So they gravitated towards search engines, and went online to find the information they needed.

How To Empower Yourself (and your customer) With A Modern Sales And Marketing Process

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