Finding New CustomersTimes Have Changed

Current way of doing business

Current way of doing business

But this approach is no longer effective.

Let’s look back a few years

Executives had problems to solve.

Opportunities for relationships

This is no longer the case

Blo

cked S

creened Filte

red

Buyer

Something has changed.

Something has changed.

But what?

“In your most recent purchase, who found whom?”

Survey by Marketing Sherpa

“In your most recent purchase, who found whom?”

Buyer found sellerSeller found buyer

80%

20%

Survey by Marketing Sherpa

The culture of selling has changed

Seller Buyer

BuyerSeller

Why?

The Internet

TradeShows

Brochures SalesPeople

The buyer no longer needs trade shows, brochures, or sales people for information.

They have the Internet.

Stages of Buying

Past

Current/Future

Vendor Contact

Vendor Contact

So what does this mean?

Web PresenceA robust and findable web presence needs to become the

informational hub of the company. It needs to be the

go-to place for great educational and thought provoking

content.

Our web presence needs to attract buyers of our products

and services.

The content needs to provide information that matches the

stages of the buying process.

Blog posts, podcasts, videos, slideshows, flash demos,

case studies, etc.

The culture of selling has changed.