Everything You Need to Know about Guided Selling
Guided selling is the process of analyzing current sales, historic sales, and customer data to help sales reps provide tailored product recommendations to customers and increase the likelihood of conversion.
HubSpot has published an article
Doug Bonderud says, “Guided selling is similar to solution selling, in that it uses collected sales and customer data to offer recommendations about products or services that meet consumer needs.
In practice, this approach leverages AI-driven data analytics tools capable of combining current market trends with specific customer behaviors to offer tailored solutions that help “guide” consumers along the path to purchasing.
The goal of guided selling is to present buyers with several options that meet their needs — and offer data-driven reasoning around why each of these options would be a good fit. This sets guided selling apart from typical sales frameworks, which tailor ads to consumer behaviors or specific groups of buyers, but leave customers to largely fend for themselves once they arrive at business websites.”
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