When marketing and sales are integrated together correctly, value acceptance by targeted buyers increases. To sell buyers, your firm must move through a pathway toward value belief where you “the seller” move from the position of being seen as an outside vendor to an engaged peer on the inside. This pathway is based on the totality of your company’s capabilities to communicate your value and message coherently directly and indirectly about your IT offerings to drive the buyer’s business performance.
The more your message and corporate conversations respond to their verbalized and hidden needs through this communication education process, the more likely the buyer will take action steps to purchase.
To increase your sales success, do not focus on creating just marketing content volume, but instead move prospects through the value acceptance pathway by developing value messaging and corporate conversations that they believe.
It’s not what you say; it’s what buyers hear.
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