Recent studies show that 70% of the sales process is over before a prospect ever reaches your website, calls your office or talks to a sales person. Your prospects are educating themselves in advance of speaking with you and may even have sophisticated vetting systems to choose a vendor or partner that keep you out of the process. Is your business keeping up?
With the sales process having completely changed, your company and your salespeople need to dramatically differentiate themselves from the competition long before you have any direct interaction with your clients. A well-researched Insight based sales strategy combined with inbound and education marketing will position you as a trusted advisor and draw more prospects into your sales pipeline.
At KEO Marketing, we have perfected a system called the B2B Marketing Success Formula™ that builds on a process called Differentiated Insight Selling. At its core, it is about delivering disruptive insights that challenge prospects to re-think the ways they do business and outlines a roadmap for increasing their business and your results exponentially.
Make your company the go-to advisor for your clients and differentiate your company from your competition.