6The Third C: Customized Sales Experience
RECALL THE 4Cs of the innovative selling framework:
- Commitment to technology and AI proficiency;
- Current go-to-market (GTM) strategy (adjustment of);
- Customized sales experience/journey; and
- Consistent performance optimization.
The first five chapters of this book were critical to understand, and I hope you paused between each chapter to take one small action. If you didn't, I encourage you to go back to Chapter 2 and start documenting just one change you can make to how your team views technology and is running its outbound and GTM strategy today. Now it's time to talk about the heart of the matter, building an innovative selling process.
The core concept of this and the following chapters is that the customer journey must be mapped and optimized for ideal experiences at each step. Historically, B2B sales strategies were often rigid, following a one-size-fits-all approach. However, the digital revolution has ushered in a new era where adaptability is key. Over 90% of B2B sales organizations now recognize the efficacy of an omnichannel strategy, marking a significant departure from traditional methods. This shift toward a more dynamic sales process is not just a trend but a necessity, driven by the diverse needs and preferences of modern buyers. Companies that cling to outdated, static sales methods risk being left behind in a market that demands agility and personalization.
It is interesting to watch how many organizations start ...
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