In part 1, I discussed the challenge sales professionals face when it comes to relinquishing control during a sales cycle. The fact of the matter is, customers do a significant amount of research before engaging a sales person; and we need to be adequately prepared.
What I left out for part 2 was how we can start “getting in front” of our customers.
One avenue the sales professional needs to address is their online presence (or lack thereof). If a customer receives a stimulus and their first reaction is to immediately go online, it would stand to reason that a sales person should “hang out” there.
Search Engine Optimization is an entire industry built on the need to “be Google-able” and to show up when your target customer is looking for a solution that you can offer. From a company’s stand point, addressing SEO is critical, but we cannot expect a…
View original post 335 more words