From The New Sales Oxygen...

The "new" Buyer is not paying attention anymore to what grabbed her attention fifteen years ago. When she is sourcing a new vendor, she is Googling her potential suitors. She will begin to surf sites of interest based on what catches her eye. When she comes to your site, will she be keen to go deeper and become a lead, or will she quickly exit and check out your competitor's site?

The whole idea here is to leverage the web and specifically, your website, to make your sales process more efficient, allowing you to do more with less. I can see an additional 15% to 20% production advantage for those organizations with an integrated web sales process compared to those organizations that have a traditional sales process.

The buyer, by necessity, has become more selective of whom she will meet with, and for how long. Buyers are far too busy to simply take the time to learn about your offering. Unless you are prepared to illustrate the value that you can deliver to an organization, you may as well be buying lottery tickets to fill your sales funnel.

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From those who have read it:

"This is a great read. The New Sales Oxygen really illustrates how the web enhances and supports the process of helping people buy products and
service with confidence. I'm getting the book for all of my clients."

DAN STEVENS
President, WorkerBee TV

 

"The New Sales Oxygen is a wake up call to business owners who have not yet embraced the web 2.0 philosophy. You must evolve or die. This book is your roadmap guide to being web savy, and using the internet to not only drive sales but create lasting customer relationships."

Anders Boulanger, Author of Creating Customers for Life