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The glory days of blind pitching are over—paving the way for a new way of doing things in sales and marketing departments everywhere. Much of the shift can be seen in how people are using online technologies to find information about brands, buy products and services, keep up with trends, and connect with people or communities. Customers are moving away from traditional sellers and are choosing to engage with companies that reach out to them in ways that are delightful and educational at the same time.
The 2015 State of Sales report, put together by Salesforce, offers useful insights in identifying key areas of concentration among global leaders when trying to close sales. The report found that sales companies are focusing on analytics, mobile platforms, customer interaction, team selling, and technology adoption. In brief, hard selling is out while incorporating technology into the sales process to enhance the customer experience is taking over far and wide.
Indeed, the nature and level of interaction you establish with customers can very well define the kind of response you will receive from them. The difference between these modes of communication will determine the tactics and strategies you should use when pitching:
Sales may be changing, but that doesn’t mean that the sale pitch doesn’t still have an important place in the sales funnel. Each stage leads to the other if done properly with the right channel, material, and approach. Find out what makes a compelling sales pitch and get to it, or risk forming a bottleneck in your sales funnel.
For more tips on sales pitching, be sure to check out our FREE whitepaper and soon you’ll be closing your sales leads like a boss!