The customers are keener to hear from you than ever before, but they don’t want to be sold or marketed to.
There is a growing disconnect between buyers and vendors. According to
Momentum “90% of enterprises say it’s important that their vendor sales and marketing teams are aligned throughout the buying process. The remaining 10% say it’s “extremely important.” Customers are finding themselves in a tough spot. They feel neglected and say their suppliers have lost insights into their business. Much information used is still accredited pre-covid, and we need to close the gap.
- Sales and marketing need to offer a consistent interface – establish a connection that is relevant and customized.
- Focus on adding value, not volume.
- Rethink the engagement and adapt to “where the customer is “ and “how they operate”.
- Build a dialogue not a monologue and open up a channel of learning to get a wider perspective trying to solve the problem.