Sellers must embrace this new reality and adopt the new competitive strategy: continually Optimize; Activate; and Rethink their businesses–or risk losing out to more digitally savvy competitors.
5. Multi-channel engagement: lastly, sellers must engage their target prospects across a number of communication channels: email, website, social media, podcasts, field events, prospecting, and of course in one-to-one sales calls.
The Activate phase is about scaling within your current identified market and business model to maximize growth.
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In today’s rapidly changing competitive environment–with technology constantly disrupting business models and shifting customer preferences—Sellers must rethink their businesses at least once every two years to continue to stay relevant, let alone stay in front of their customers.
At the very least, Sellers must ask:
These are all tough questions to answer, but the answers can bring about a new future for your company—a future that enables you to continue to grow rapidly and is secure from disruptive forces.
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