If we believe in the principle buyers prefer to access a wealth of information for their own research purposes before they engage with anyone, using the same selling practices that have worked in the past are bound to be less effective.
This gives ambitious businesses selling technology services some big potential barriers to growth that are all addressed by taking our managed market-making service -
- The investment in the sales and marketing resource required is high and requires a a great deal of management time
- In-depth market knowledge is required to build strategy and growth plans
- Specification, integration and management of enterprise-grade systems that track engagements and manage relationships is outside in-house expertise
- The time, effort and skill required to continually produce content to engage buyers across multiple touch points is a constant requirement
- MDF contributions that don't yield the required results
- Silos of sales and marketing activity aren't joined up and momentum is lost in the hand-off process between third parties
- Overheads can be controlled in fixed monthly costs and backed by and SLA
- No single place for accountability
