The Rules Have Changed. How will You Respond?
The continued economic challenges, heightened competition and a fundamental power shift from a sales-driven process to a buyer-driven process, have combined to require companies to develop a new revenue engine: one that keeps pace with the evolution of today’s BtoB buyers.
- Lower customer acquisition costs—A result of more effective marketing programs and more efficient sales efforts.
- Reduced wasteful spending—Cold calling, direct mail pieces and other high cost lead generation tactics are eliminated.
- More predictability in sales forecasts—The focus on lead qualification leads to repeatable, predictable processes and more consistent growth