The New Sales Environment

• The Old World: Sales reps would diagnose the customer problem, adjust their products to solve the need, and sell solutions that are better than the competition
• The New World: Corporate buyers define solutions by themselves, as more information and data is available. They contact no more than a handful of companies that fit their needs.

Is your marketing up-to-date to compete and succeed in today’s new sales environment? 

At NicheMktg we combine research, strategic marketing, segmentation by niche audience, B2B marketing mix campaigns, compelling content, lead generation, scoring and nurturing strategies to connect our customers with their ideal customers. 

Today’s New Sales Environment

In today’s sales environment, when corporate buyers need a business solution for their real-world challenges they select a limited number of vendors that meet a specific criteria and look like good options to solve their business problem. The buyer defines a “short list” of three to five companies, for example, to request a demo or an evaluation. A very tight number of sales representatives from different companies will then have the chance to speak to this potential lead over the phone, through an Internet meeting or by email.

The buyer is who defines the “short list” of companies to get in touch with.

How to make it to the “Short List”?

In the last ten years, the Internet completely transformed the buying process. In the past, when the buyers required information from vendors, they would contact  some companies, request information, meet for presentations, and just then a decision would take place. Sales reps had a key role in presenting the potential buyer with the exact solution.

Today, the buyer has access to many sources of information and sellers are not involved in the early stages of the sales cycle as they used to be in the past. Most of the time, buyers won’t even take the call of a sales rep if they are still at an early research stage. Buyers collect a variety of materials and, based on this information, define the short list of companies they want to get in touch with in order to make a decision about purchasing.

Is your company up-to-date to compete and succeed in this evolved marketplace? Has your company incorporated the new marketing tools to support the growth of your business?

How can NicheMktg help your company to make it to the “Short List”?

This can be accomplished by:

• Defining highly targeted market segments to reach

• Creating good quality, compelling pieces of content, particular for each segment

• Positioning your company as expert in the field

• Identifying not only the segment but the particular individuals who are interested in your specific product or solution, and feed the sales pipeline with (anonymous visitors to your website that become) known prospects, then opportunities and finally convert into sales

• Developing your company’s brand identity