Automation in their distribution

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Communication must be perceived by its recipient as useful and valuable. The logic is that of inbound marketing , centered on being found by potential customers, offering an educational, human and holistic experience to those who interact with your company. Selling more, how the seller changes Before the advent of the Internet, to orient themselves in a purchase , buyers could only rely on sellers.

Who therefore had control of the conversation , and were essentially the only ones to answer all the buyer's questions, relating to the product, the service. , price, competition etc. The answer to the question “how to sell more” was, at the time, simply Job Function Email List to improve the salesman's skills. Buyer power today In recent years, the Internet has overturned this relationship. Today , much of the information buyers look for to make a purchase is just a click away.



Accessible before any contact with a salesperson . The “ power ” has thus shifted from the seller to the buyer . This thesis is supported by the results of research conducted by Demand Gen , according to which 70% of purchasing decisions take place before entering a store (B2C) or speaking to a representative (B2B) . Consumers and buyers are thus getting used to taking charge of the conversation, first of all having clear objectives of their research.