Sales’ New Challenge: Delivering Instant Engagement

Share on facebook
Share on twitter
Share on linkedin

racecarIn his January 26 post on InsideSales, Martin Moran shares this startling stat: roughly 60 percent of purchasing decisions get made before a prospect ever interacts with a vendor.

This stat has never been truer than it is now. Buyers have more information at their fingertips than ever before to learn as much about a product, from online reviews, whitepapers, and analysts, before you even have a chance to contact them.

The sales model where prospects fill out a form and salespeople respond is turning into something different. A process where buyers won’t wait for your call to make their decisions. A process where the speed with which you dispense rich, relevant information to buyers can make all the difference. A process where engagement needs to be instant.

“Prospects are more likely to speak with you if you can engage with them right when they are thinking about you,” Moran says. “[I]mmediacy shouldn’t be measured by hours, but by minutes. Companies should respond to inbound inquiries within five minutes for maximum results.”

So how can sales teams deliver just the right information and engagement at the moment that buyers want them?

The answer to this question could very well determine the success or failure of sales teams as we wade into the “instant engagement” era.

To see how CONSENSUS™ tackles the challenge of delivering instant, relevant information to buyers, click on the orange ‘Watch Demo‘ button below.

About the Author

Garin Hess

Garin Hess

Garin Hess is a serial entrepreneur with over 18 years of hands-on in-the-trenches experience. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of CONSENSUS, an interactive demo automation software company that helps sales organization scale the pre-sales function. Outside of work, he enjoys reading history, mountain biking, singing with and conducting community choirs, and spending time with his family. For Garin, nothing else beats a lazy morning cooking breakfast for his wife and three kids or trying hard to keep up with his son on the tennis court.