In an earlier post I shared the need to get to know customers. Now who will do this? It is not for less skilled employees.
After all, Aberdeen found that 74% of the decision was done before a buyer meets a salesperson. Face it, customers are in charge. How many of you want to sell to a buyer who knows exactly what he or she needs?
Who should travel and engage in these conversations?
The CEO – perhaps, but top marketing exec is a logical choice, provided he or she knows how to ask probing questions and uncover valuable information.
Marketing and sales are aligned.
Here is a sample question.
How did an initiative rise from “nice to have” to “must have?”
Make learning buyers your priority for 2016!
What do you think? Love comments and good marketing questions.