Sales Shift describes what is known as Buyer-Based Sales. Where the Buyer identifies their own needs, self selects themselves as a prospect, and then chooses vendors.
This is made easier because of the internet.
In Sales Shift, the author describes two changes because of the internet:
1) Companies are getting MORE prospects.
2) Closing ratios are DECLINING.
1) - Buyers (or potential customers) are using the internet when they are trying to solve a problem (duh).
But that means that buyers are reading about potential solutions. And that leads them to YOUR website (and that of your competitors).
As such, prospecting is reduce for… Read more