Monetizing Company Cost Centers with Predictive Tools and Insights
IN TODAY’S OMNICHANNEL WORLD, the traditional linear sales approach has been usurped by one that is far less predictable. “Customers are online and offline at multiple times in the buying journey and dealing not only with the salesperson and website but also with lots of sources of information besides the seller—influencers, buying forums, social media posts, and other sources,” says Frank V. Cespedes, senior lecturer at Harvard Business School and author of six books on sales.
As a result, companies need to take advantage of every opportunity that comes along to convert more business—most notably, engagements that occur when customers are seeking information or trying to resolve an issue.
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