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A recent study by Gartner looked at the marketing activities of B2B specialists, finding that 56% of respondents cited direct interaction as being highly important. To ensure the effectiveness of direct interaction, companies need to look at their go-to-market and sales models, ensuring they offer the necessary value in the buying process.
While the sales engagement process is constantly evolving, the ultimate objective and top priority for Sales Directors stays the same - improving sales effectiveness to increase revenues.
In a world where 67% of the buyer's journey is now online, old sales approaches like cold calls, PowerPoint presentations and printed brochures are obsolete. In the new sales relationship model, every engagement with a prospect needs to deliver value through insights and consultative approach. Your potential customers are looking for relevant and personalised experience that delivers value in a timely manner.