How do I close new customers and boost my up-sell and cross-sell opportunities?

By Mark Annett

In the modern marketing and sales environment, sales are driven by information: content consumed by would-be buyers researching potential purchases and the intelligence gathered by marketing teams, which the sales department can then use to propose the best product or service.
This information will fuel the inbound marketing process. Prospects absorb as much information as they can when going through the buying journey. Ideally, they will also reveal information about themselves while taking this journey, giving you insight into their needs and interests. Information about your potential customers will also give you the extra confidence to interact with them and make it a success.

Consumer behaviour has evolved over the years. Consumers know more about companies and products than ever before with a wealth of information available at their fingertips via the Internet. Sales calls can no longer be used to recite product features and benefits but instead need to be approached as a consultant to help make sense of the information they have about your company or product.