Question
What insights does Janice Gordon provide on enhancing the buyer's journey to double revenue?
Answer
In her keynote speech at the Sales Innovation Expo, I discussed the importance of shifting from a channel-centric to a buyer-centric mindset. I highlighted that investing in the buyer's journey can modernize the sales process, yield higher sales revenues, and create more personalized buyer experiences.
According to Gartner Scott Albro, buyers want five things: simplicity, understanding, information, low risk, and control. I added a sixth point: speed. McKinsey reports that the number one B2B pain point is lack of speed, with two-thirds of buyers wanting faster turnaround of quotes, orders, and billing.
By focusing on these six elements and enhancing the buyer experience, businesses could potentially double their revenue compared to competitors who provide average buyer experiences.
Would you like more details on how to implement these strategies?