10.4 Interactions: How to Develop a Sales Touch System, Guide the Customer Conversation, and Sell with Credibility in B2B Sales

by Michael Smith

In 2011, Google published research that brought a new term - "Zero Moment of Truth" - to the world's attention. It derived from a study that found how, on average, consumers need 10.4 interactions from various sources to develop their buying knowledge before they make a purchasing decision.

Additional research, looking at B2B sales, has found that the number of interactions - or touches between seller and buyer - needed to...

• Format: Paperback
• Language: English
• ISBN: 1911121359
• ISBN13: 9781911121350
• Release Date: September 2017
• Publisher: Dark River
• Length: 208 Pages
• Weight: 0.63 lbs.
• Dimensions: 0.4" x 6.0" x 9.0"