How many times have you received a cold-call that was completley irrelevent to you, or you just weren't in a position to be able to consider?
People tend to go through a process of awareness, consideration and decision-making when looking to buy a new product/service. When salespeople reach out to potential prospects, with no prior understanding of what stage in the buying process a prospect is at, 9 times out of 10, their proposition is badly received.
With the help of social media, and the intelligent sharing of helpful and education content, we can get a more rounded view of prospects, and learn to understand more about their buying process.
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