Modern Selling

Changes in buyer behaviour have led most enterprises to move to a content marketing approach for lead generation, whereby they are attracting new customers by producing and publishing content online. Marketing Automation tools and websites then distribute the content in the form of Blogs, Newsletters, White Papers, Ebooks, Case Studies and How to Guides which are all used to educate and position the organisation before Sales have been engaged.

Once Sales are engaged CRM systems are used to track interactions and progress of the Opportunity through to Close.  If you are not using Marketing Automation or CRM then we would certainly advocate that you investigate these, as they are in our opinion essentials for driving improvements and efficiencies in sales.