In today’s B2B sales environment, the customer experience is everything. Master it and you’ll reap the rewards: shorter sales cycles, a more predictable pipeline, etc. Ignore it (or pretend to care about it) and… well, you know what will happen.
Journey Sales CEO Bill Butler has penned a guest piece for Sales Hacker addressing five mistakes that might be crippling your customer’s buying experience. Here’s an excerpt…
“The days of sales teams driving the customer buying experience are firmly in the rearview.
The customer runs the show now. Much of that shift has to do with their Amazon-ification. Outside of the office, your customers are Amazon customers.
Amazon has perfected (and somehow continues to perfect) the B2C buying experience. And when they step back into the office to evaluate solutions and perhaps buy from you, they now have certain expectations when it comes to the customer experience.
Unfortunately, most of salespeople aren’t equipped enough to align with those expectations.”
Read the full article here.
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