In 30 seconds
Problem: Sales teams keep measuring call volume, but ANZ research shows 72 percent of the buyer’s shortlist is set before a vendor is contacted, and the day-one shortlist wins the deal 94 percent of the time.
Shift: The phone call has not stopped working, but it now arrives after the decision that matters most. It is judged against whatever visibility the buyer already has of the seller.
Solution: Build proximity deliberately, well before the buying journey starts, so a name is already on the shortlist when it forms, and the call is answered because there is already a reason to.
In 3 Minutes
Engage, Communicate and Sell Better – Part 7
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