Help Sales Reps Get In Early

Help Sales Reps Get In Early:by Courtney Long
B2B companies have lost their near-monopoly on educating their customers, as customers are waiting until they are – on average - 57% of the way through their buying processes before seriously engaging with Sales.  But because customers are still running lean from the recession and many cannot dedicate as many resources to research and new product development, there is a window of opportunity to teach the customer about their own businesses.
Solae, a leading soy-based technology and ingredient company, capitalizes on this opportunity by developing and presenting contextualized commercial insights for their key accounts.
They do this by:

1. Dedicating a Specialized Marketer to Insight Generation and Delivery
2. Synthesizing multiple sources of customer information

MLC members, read more about how Solae generates and delivers insights to its key accounts.