Prospecting interactions are increasingly digital, in part due to the pandemic, and because customers prefer the ease and convenience of these channels. Now sellers need to be cautious of creating low-quality touches and more intentional about creating positive touches. In this e-book, we explore how sales organizations can lay the groundwork for meaningful buyer interactions at every step of the buyer’s journey. You’ll learn:
How bad outreach impacts the chances of winning a deal.
How intent data creates the foundation for better quality interactions.
What organizational changes are needed to deliver more effective touches.
The opportunities and risks within sales engagement platforms (SEPs).
What metrics help to drive the shift in focus to quality interactions.