Today\u2019s connected, information-savvy customers are quietly leading a revolution. And the traditional sales pitch could be one of the first big casualties.<\/p>\n\n\n\n
Our latest research report, The State of the Connected Customer<\/a>, suggests UK consumers aren\u2019t looking for the hard sell \u2013 instead, they want to work with trusted sales reps, who use the data they\u2019ve shared to understand and anticipate their needs, through consistent, personalised interactions.<\/p>\n\n\n\n In fact, a massive 73% of UK consumers agree it\u2019s very important or critical that salespeople they interact with are focused on their needs, not just making a quick sale.<\/p>\n\n\n\n And the stakes are high. UK consumers are increasingly able \u2013 and willing \u2013 to abandon companies that fail to deliver the kind of selling experience they expect:<\/p>\n\n\n\n Being connected \u2013 to the internet, and to each other \u2013 is empowering customers like never before. With constant, mobile access to websites, comparison and review sites and social media, they\u2019re driving their own buying journeys, and deeply influencing the journeys of their peers.<\/p>\n\n\n\n This is true whether customers are buying for themselves, or for their business. In fact, 77% of all UK customers surveyed \u2013 both consumers and business buyers \u2013 say technology keeps them more informed about product choices than ever before.<\/p>\n\n\n\n These modern, connected customers own the lion\u2019s share of the purchasing process \u2013 and when they do finally speak to a sales rep, they expect them to be equally switched on. 78% of UK customers agree it\u2019s at least very important that the salespeople they work with have intimate knowledge of their product or service offering, and 81% that they don\u2019t try to sell them products they don\u2019t need.<\/p>\n\n\n\n Living up to these growing expectations means making ever smarter use of their data during sales interactions<\/a>.<\/p>\n\n\n\n When customers share data, they expect something in return \u2013 better-informed, simpler sales experiences. Indeed, the overwhelming majority (more than seven out of ten) of UK customers say it\u2019s very important or absolutely critical that salespeople understand their preferences, needs, and existing relationships.<\/p>\n\n\n\n Some companies are already getting this very right…<\/p>\n\n\n\n\n
The rise of the connected customer<\/h2>\n\n\n\n
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The connected customer\u2019s data expectations<\/h2>\n\n\n\n
Delivering on customer expectations \u2013 smarter sales at Aston Martin<\/h2>\n\n\n\n