B2B - Engaging your prospects

Jul 9 2018
By Joseph Knecht in Insights

There are tons of digital products out there today for top of the funnel activities. We’ve been approached by several of our customers and partners with a problem that occurs later in the sales process - one that greatly affects revenue.

Most b2b sales teams are struggling with actively nurturing their prospects throughout the customer buying lifecycle.

Customers are more independent and knowledgeable than ever when it comes to their product search. They are looking for a more targeted buying experience. Therefore, a successful sales process requires the right customer engagement to move prospects from qualified to closed. What happens when a qualified customer chats with your sales rep, gets a look at your products and then hangs up the call or walks out the door?

This problem can be a bleeding point to any sales goals. But, the growth of digital sales strategies has allowed for fewer obstacles in this area, if executed correctly.

Engage was designed to provide a solution for the challenge of:

  • Long sale cycles
  • Multiple decision makers
  • Complex products and services
  • Higher value deals
  • Timely and relevant messaging (how to get your differentiation across).
  • Loss of sales message in a dealer or channel model
  • Visibility and analytics on prospects

Engage works by creating portals that drive the b2b based sales process. A collaborative interactive marketing solution to ensure your prospects are only seeing the materials and decision elements most relevant to their line of business or project, said another way their buyer journey.

Even after you’ve closed the deal with your client, you can use Proteus Engage to nurture and impact relationship retention. Allowing you to dive deeper and wider with your current clients. The platform provides consistent messaging downstream in order to support your clients post-sale. As a result, the value chain of information is extremely high.

If you see this as a problem for your business, tell us about it. We’d love to brainstorm how our solutions could fit into your existing model.

Joseph Knecht
Post by Joseph Knecht

Joseph Knecht is the CEO at Proteus and loves to cover the topics of buyer enablement, sales, entrepreneurship, and digital transformation. You can also folow him at www.buyerx.co - an advocate for b2b buyers around the world.

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