Preparing an Industrial Leader for the Digital Future
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Are your account managers still reeling off their standard sales patter or do you give them time to properly help customers? It’s high time you set the sales course by which to steer your organisation.
The steady rise of inbound sales did not come about by chance. It’s a logical response to how people buy products and services these days. We live in what you might call a real buyer’s age. Even before your account manager starts chatting with a customer, that customer will have done their homework thoroughly. Long live the internet, we’d say. His or her level of knowledge is far greater than it used to be and an account manager won’t get far by just reeling off the traditional sales pitch. Even a large dose of enthusiasm doesn’t cut it any more. It’s all about listening, asking questions, offering help and sharing knowledge. Your customer wants valuable answers that really help them on.
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