Competing for Well-Informed Buyers
With an abundance of tools at their disposal to research potential purchases, buyers have become incredibly savvy. In fact, most buyers no longer shop around in the physical sense – the typical prospect now conducts in-depth research online before even making contact with a salesperson. As a result, salespeople must leverage every tool and piece of information they can to gain an advantage over their competition.
The discipline of sales effectiveness involves examining sales tools and systems and finding ways to decrease sales cycles, increase average sales price (ASP) or annual contract value (ACV), and drive higher close rates. By providing your sales force with visibility into buyer behavior, the tools to work more efficiently, and the proper training to be effective, you can boost their overall effectiveness and start to see positive outcomes in terms of revenue generation.