A Customer Journey: YouTube, LinkedIn Groups, and Social Media Have Made Your B2B Sales Process Obsolete!
Whitepaper summary:
Your customers via YouTube, on-line forums, magazine websites, and consultants via their blogs, industry groups and articles, have now created so much content for prospects that the purchase process has radically changed. Prospects can learn what they want to buy without ever talking with a sales representative and possibly without ever referring to the product’s literature or web site. Such a major change in how customers/prospects learn requires revisiting your entire sales and marketing efforts.
Your prospects (and repeat customers) are still progressing through the same fundamental purchase process from unawareness, to selection, to purchase, to use. However, due to the way customers now obtain information their relationship with vendors has fundamentally changed. You must now link these tools to the customer’s new educational journey in order to accomplish what you are actually trying to achieve – increased sales.
