Quality of conversations has long been a problem in sales.
Sellers motivated by money, or large portfolios of products to sell, drive them to try and find any solution for their clients. Most try to build true relationships, others are quick to move on to the prospects that listen versus listening to the prospects.
We all have our focus and understanding buyers and their challenges should be at the center. Buyers may not be open to sharing all the information they have with sellers. That is why sales takes time.
There are many factors affecting buyers and their purchase, like the value, the ROI, the urgency, the need, and the list goes on. In B2B, you can compound that by the decision committees.
Understanding what matters to everyone is not an easy job, that why sales is so rewarding.
Now think about why engagement is so important. Knowing that you are actually engaging clients is critical, actually not just the engagement but building that trust and open line of communication, developing the relationship is critical.
What people seek is to have meaningful conversation that gets to the point. Buyers are not looking for the sales pitch.
We all know that buyers are well educated way before they pick up that phone or engage a salesperson.
They want to know the differentiation, the value add, the price point and a few other things.
Sending them material to review is worthless unless you have discussed with them what you are sending. But you also have to give them some time with the content. They have to share it with others, discuss it internally and then they come back with questions.
What if the buyer could engage others directly and comment on the files they are being sent.
This is what we are seeking to accomplish.
A simple engagement platform that allows the tracking of email attachments.