Challenge of the first.

    In this digital age, the first contact in most situations is digital, where the marginal cost is approaching zero.

    This simple fact has changed the sales cycle, as this contact can evolve into an offer to become closer, or it can become a barrier, but each party understands implicitly that the rules have changed.

    The question now is not one of how quickly can a sale be closed, or indeed, the process brought to an end, there is more dancing involved, largely because the dancing is cheap, non threatening, and easy. For a sales organisation, there are a few simple  questions:

  1. What sort of digital tools do we need to engage key prospect groups?
  2. How much time and effort should be spent on developing a sale before we reach the go/no go point?
  3. How much do we need to give away?
  4. “Give away” now more often than ever strays into the arena of proprietary IP, as  efforts to differentiate and add value in a commoditised world accelerates

About strategyaudit

StrategyAudit is a boutique strategy and marketing consultancy concentrating on the challenges of the medium sized manufacturing businesses that make up the backbone of our economy. The particular focus is on their strategic and marketing development. as well as the business and operational efficiency improvements necessary for day to day commercial survival. We not only give advice, we go down "into the weeds" to ensure and enable implementation.
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