Now, more than ever before, prospects already know a lot about your products (and your competitors’) before you talk to them for the first time. This is changing the way you must approach the sales process. The good news is that a Sirius Decisions survey of B2B buyers showed that salespeople are still important. It also showed, however, that reps must build trust with prospects, and do it quickly.
A new ZoomInsights article
looks at three important ways to build that trust, based on responses from the Sirius Decisions survey. The keys: demonstrating industry expertise, familiarity with the prospect’s company and concern for the prospect’s personal success. The article offers helpful tips on how to accomplish all three. Check it out!