www.poim.ca: Solution Selling 2.0

March 31st, 2010 by

By Pat Hinds

POIM launched a new version of our website this week; please check it out at www.poim.ca.  What we tried to achieve is a website that provides customers with information on sales 2.0 topics allowing us to take a consultative approach to dealing with customers. We did not want to overwhelm visitors to the site with page after page of text; we wanted to leverage the POIM blog, customer testimonials and related video content to help position the value of sales 2.0.

Why did we choose to take this approach?

95% of the recent purchasers said the solution provider they chose “provided them with ample content to guide them through each stage of the buying process”
Demandgen Report

How many customer touches does it take to close a deal?
1 to 4 = 33%
5 to 8 = 44%
The Bridge Group

In the sales 2.0 environment, companies have to build a framework that will provide customers with “ample content” and have the ability to support an average “5 to 8 customer touches” to convert a prospect to a customer. If you are a small company and you are trying to be the only source of content found on your site you will not have the time or resources to achieve the goal of being consultative.  My recommendation is to look to the web to provide you with the content you need to achieve the goal of building a site that will provide your customer with the content they need to make a buying decision.

Listed below are some sites that can provide you with complementary content.

YouTube – Founded in February 2005, YouTube is the world’s most popular online video community, allowing millions of people to discover, watch and share originally-created videos. YouTube provides a forum for people to connect, inform, and inspire others across the globe and acts as a distribution platform for original content creators and advertisers large and small. Read the full company history for more details.

The Internet Archive – non-profit, is building a digital library of Internet sites and other cultural artifacts in digital form. Like a paper library, we provide free access to researchers, historians, scholars, and the general public.

SlideShare– is a business media site for sharing presentations, documents and pdfs. SlideShare features a vibrant professional community that regularly comments, favorites and downloads content.

AllBusiness.com– is an online media and e-commerce company that operates one of the premier business sites on the Web.

Topics: CRM