If you don’t bend, you’ll break. We’ve all heard that saying before, but it’s increasingly true for sales teams.
21st century prospects can research services, compare brands, and read reviews online before they ever reach out to you directly—and they almost always do their homework. By the time you’re fielding a phone call, your prospect is almost always ready to make a quick purchasing decision. Your prospect knows what they want, and they believe you can deliver the goods.