CHAPTER 7Offer: The Third Law of Engagement
What you’ll find in this chapter:
• The Decision Cycle
• Why offers work
• Content and the Engagement Ladder
• Be a dolphin in a sea of sharks
• Paul’s Engagement Ladder
• Completing your Engagement Template
• Paul’s offer hooks a customer
More than 3 billion searches are conducted online every day, and that number is increasing exponentially. Among those 3 billion searches are business buyers looking for solutions to their problems. In fact, today those buyers will be nearly 60 percent through their purchase Decision Cycle before they even have a conversation with a sales rep.1 That’s why the key ...
Get Feed the Startup Beast: A 7-Step Guide to Big, Hairy, Outrageous Sales Growth now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
