What Do Your Buyers Want From You? - Modern Distribution Management

What Do Your Buyers Want From You?

Susan Merlo explains how using strategies to provide significant information to the right buyers at the right time is essential to a successful digital sales transformation.
Man touching a prospects concept on a touch screen with a pen

To continue reading this article you must be a paid subscriber.

Subscribe to MDM

Already Subscribed? Click here to log-in | Forgot your password?

NAW Member? Click here to log-in

Related Posts

Share this article

About the Author
Recommended Reading
Leave a Reply

2 thoughts on “What Do Your Buyers Want From You?”

  1. When you say, “This foundation must be in place before you build your first workflow.” Can you be more specific on what the foundation is compromised of?

    Thank you!

    1. Hi James, Great question – thank you!

      My apologies for not responding sooner — I hadn’t realized there was a comment here.

      The foundation would consist of:
      1- A keen knowledge of who the buyer is that you’re targeting, what their pain points or goals are, and what your company can do to resolve their pain point(s) or meet their goals.

      2- Content to populate the workflow (digital sales funnel) to ensure the buyer sees what he’s looking for and gets his questions answered

      3- Adequate technology and the understanding of the tech to build a well-planned workflow, necessary for #4 below

      4- The ability and a plan to capture leads, nurture them, qualify them and pass them to sales at the “right time.”

      5- A team in place that can do all of the above (i.e., a sales team and a marketing team that are aligned in their vision of what you’re trying to accomplish and what each’s role is in the process)

      6- A plan to measure success and adjust as you move forward to achieve the success you’d like to see.

      Hope that helps – I know it sounds like a lot, but each step in its own right is crucial.

      Once the foundation is in place, though, the sky is the limit as to what a company can do moving foward. Without any one of these steps, it’s all trial and error, which is costly and frustrating for everyone involved.

      Feel free to reach out to me directly if you have any other questions. I’m going to look for you on LinkedIn to let you know this response is here.

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

Get the MDM Update Newsletter

Wholesale distribution news and trends delivered right to your inbox.

Sign-up for our free newsletter and get:

  • Up-to-date news in a quick-to-read format
  • Free access to webcasts, podcasts and live events
  • Exclusive whitepapers, research and reports
  • And more!

2

articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to mdm.com, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to MDM.com
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events

1

article
left

You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on mdm.com
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.

Register for full access

By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.

Learn More about Custom Reports

Request a Market Prospector Demo

  • This field is for validation purposes and should be left unchanged.