the gap in buyer-seller behavior
DESCRIPTION
The following infographic provides an insight into the evolved buyer-seller behavior and looks at building a better relationship between them. http://wittyw.it/1x6daMwTRANSCRIPT
Sellers Are Struggling ? O
NLY
58
.2% OF REPS MADE QUOTA
Salespeople are having more difficulty converting qualified
leads !!
Win rates of forecast deals are
lower on a year-over-year
basis
58.2%
Learn more about the features and benefits of implementing WittyParrot in your organization www.wittyparrot.com/contact-us
A Universal Buying Process
IT’S NOT HOW YOU SELL IT’S HOW PROSPECTS BUY
Consumer buying behavior
has changed radically
we are looking
through the WRONG
LENS
The sales funnel is obsolete
The sales and marketing organizations are struggling
to adapt
Salespeople think their sales
opportunity is one or two steps in advance of the
buyer
Why ?
I – Identify M – Mentor
P – Position T – Transaction
C – Case A – Assessment
$$$
$ $$
CRM
Analytics
Sales-readyLeads
MarketingLeads
Lead-gen, marketing automation platform
Inbound Leads
Mentor
Position Assessment
Case
TransactionIdentify
I-M-P-A-C-T
Share the IMPACT concept with your buyers and get an idea about their exact position in the buying cycle
IMPACT is from the book “Why Killer Products Don’t Sell", but Dominic Rowsell and Ian Gotts.
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