Buyers know more than your sellers
Twenty years ago your customers had to speak to your sales team, because they needed access to information that they couldn’t get any other way.
But today, buyers have access to so much information that when they engage with your website, your SDR team, or your sellers, there is a good chance that they actually know more than your team member.
This causes buyer frustration
I come to your website to learn and instead get some platitude filled, keyword stuffed blog post written by a marketing intern.
I fill in a ‘contact me’ form and have to speak to a junior SDR who knows little about your product and nothing about me and my industry.
I am then able to speak with your AE who has just picked up the account and doesn’t know about my specific challenges.
This is what drives customers to self-serve the entire process.
“55% of millennial buyers would prefer to buy even a complex solution without engaging a sales rep at all.”
Buyers really have a good case for believing they could get want they want faster on their own.
What value can you add that customers don’t already have access to?
At every step of the buying process make sure that your website, your SDRs, your AEs, your onboarding team, your CSMs are providing your buyers with knowledge, insight and advice that they could not get anywhere else.
Get started
Whenever you are ready, there are two ways that I can help you accelerate your revenue.
Buyer Experience Audit - I’ll impersonate a buyer researching your segment and company and let you know what I find. Ideal for planning your Revenue Operations strategy.
RevOps Impact Playbooks - I’ll help you implement one or more tactical processes across your revenue teams - content, referrals, testimonials, adoption and more.