I retired from personal blogging in July 2008.
But you can find me over at http://blog.xero.com.
Posted by Rod in Old-blog-archives at 8:50 am on Saturday, 27 August 2005
We’ve been working with Phil Cockfield of the last few months. He would be one of the most talented people I’ve met for taking complex technical concepts and making them easy to understand.
I had a quick chat leaving the office yesterday about a model of web sales engagement we have. So Phil flicks me this …
I’ve blogged this before. As we’re evolving the web sales process we’re seeing is
- Awareness - people finding out about you
- Education - learning who are you and why to they need your product
- Evaluation - comparing you to other products
- Purchasing - in our case, passing to a Reseller
- Support - post sales relationship
For each of these steps in the customer engagement the challenge is how do each of these steps more effectively, more convincingly and with greater scale.
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