Transformation Of The Buying Process
It comes as no surprise to anyone in sales that reaching target decision makers today by telephone is harder than ever before. With the Internet, there has been a dramatic change in the way companies buy because buyers are so well informed. They can find out virtually any information they want about a product or service without the help of a sales person.
As a result, prospects are taking fewer calls from sales people and they often don't want sales people to make follow-up calls or visit until they get to a final requirement and oftentimes, not even then.READ»
