Janek Resources: SPM October 2018

How to Turn Apathetic Customers Into Invested Ones

“Not interested.” “We’re happy with what we have now.” “I don’t have time.” We’ve all heard those rebuffs that sit in the middle of the sales/prospecting road – giant obstacles that block us from proceeding further. They’re not even objections that we can work with – they’re stonewalls that signal a refusal to engage. Unanswered emails and LinkedIn messages fall under this heading, too.

This disconnect just doesn’t apply to prospects – it’s part of your current customers, too. Gallup found that just 29% of B2B customers are engaged with their vendors, and an overwhelming 71% are either indifferent or disengaged. Engagement is critical...

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