Business Ideas For Smes And Start Ups

According to Gartner research, only 17% of the buying process is spent with suppliers — that’s not much more than one-sixth of the journey. So if you're waiting for that 17% to come to you, you’re missing the 83% where the buyer is actually shaping the deal. That’s why proactive prospecting isn’t just good practice — it’s survival. In this episode there are some intended and unintended points for discussion - what started out as a piece on rewarding self-contained sales prospecting, ended up shining a light on the importance of having your marketing game on point, to ensure that buyers are able to access you WHEN THEY want to and also why prospecting still has a value when the world thinks that digital channels provide the only real meaningful solution to business development and lead generation.