Before it, when the rep was in control of distributing all the information a prospect could get, they knew early on that they were being considered. It allowed for multi-touch sales methodologies to form. Each call, at each stage, took on different importance and training.
It was predictable, you could draw it. Today, that’s done.
With the internet at their fingertips, prospects are doing more and more of the buying without you. In some industries, it’s likely that up to 80% of the sale is complete before they reach out to you. That’s 80% of the time you used to have, lost.
Today’s reps are involved in such a small part of the sale that they have to do more, with less time, than ever before. Within one conversation, they must coach the prospect through all the facets of the sale. They must set themselves apart and convince the prospect to take action now, not later. In one, single, little conversation! It’s a tough ask, one not many reps are up to.
The Three Uglies:
Can you do it?
Not interested in quality, not interested in value, just interested in execution.
Do you want it?
Simple and straightforward. If you want it, you’ll find a way to make it happen, right?
How much is it?
This is where it ends. This is the question that devalues everything you do.
Buying Decisions Are Happening Without You And You’re Getting Left Behind
In today’s age of acceleration, your users are at least 70% of the way to making their buying decision before they even reach out to your salespeople and your competitors. So how do you get involved earlier in the process? It’s not about blasting out campaigns, ads, and content into the universe and hoping someone picks it up. It’s about your insights that fit your prospects’ priorities. This type of targeting makes them feel like you really get them and they want to meet with you.
Don’t get stuck constantly trying to play catch up. Unless you take the necessary steps to get in front of the decision makers early, you will not get a meeting. RPG can help you get in earlier and deliver your message to the right people at the right time. Have a take and lead them into their future.
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