Changes in customer purchasing behavior

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Therefore, the general strategy is to focus on large companies with high unit prices. In order to increase the rate of sales negotiations, it is important to understand the situation of the other company and make a hypothesis about what their potential issues are.

As mentioned above, the benefits and expectations of SDRs and BDRs are very different, so think of them as separate entities and set appropriate KPIs for each.


Three reasons why inside sales are attracting attention
What is the reason why inside sales has become switzerland telegram phone number list so popular? Here are the three reasons why.

Three reasons why inside sales are attracting attention

Let's take a closer look.

Reason 1:
The first reason why inside sales has attracted attention is because the spread of the Internet and smartphones has dramatically changed customer purchasing behavior.

According to the Information and Communications White Paper 2022 edition ,The smartphone usage rate in Japan is 88.6%. With many people being able to use the Internet on a daily basis, it has become commonplace for customers to search for products, gather information, and compare prices before making a purchase.

In other words, by the time an inquiry is made to your company, it is not uncommon that a certain amount of product information has already been grasped and potential purchases have been narrowed down. Therefore, it is necessary to have contact with the customer before their issues become apparent.