The sales process has changed.
The sales funnel is now client-controlled and on-demand, with "70% of the buying process in a complex sale already complete before prospects are willing to engage with a live sales person."
(Source: SiriusDecisions).
This means:
-
Sales are more influenced by your online assets as pre-purchase research becomes the default "step one."
-
Your web presence (including online chatter about your business) has become critical to the top of your sales funnel.