How would your target buyers’ rate your organizations prospect experience?
RAPID Prospect Experience Framework
Gone are the days when sales organizations can thrive simply pushing product features and benefits. On the path to purchase consideration, B2B sales teams must help buying teams develop decision confidence. Fear of change, resulting in status quo decision making, is one of biggest unaddressed competitive threats facing salespeople today.
Understanding how target buying teams make their buying decisions is critical to sales success; however, many organizations attempt to force a linear “selling” process to depict the buying journey. This may not reflect true decision making reality on the part of target buyers.
Decision confidence works by bridging the gap between status quo and organizational change. With the overload of information available to buying teams as they research solutions to business problems, today’s modern seller must be able to help decision making teams make informed decisions without becoming overwhelmed and defaulting to no-decision.