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The Web-Enabled Sales Process
by Emmett Holt
... According to a ZDNet Research statistic "in 2003, 94% of US consumers ... for project
enablers such as evaluation roadmaps, third party reviews, budget calculators ...
http:/.../Research/ResearchHighlights/CRM/2006/03/research_notes/MI_CR_XEH_03_30_06_1.asp - 23k - 2006-03-30
Summary: Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed buyers delay sales contact and pre-qualify solutions via the Internet. Sales can leverage this medium by understanding the buy cycle to deliver value and begin an influential on




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