Smart Selling

How to Leverage the 5 Stages of the Customer Decision Making Process

How to Leverage the 5 Stages of the Customer Decision Making Process

In 1968, marketers Engel, Blackwell and Kollat outlined the customer purchase decision process in five steps. And you know what? Decades later the five-step explanation to the customer purchase decision question is still the most persuasive marketing model around. With the evolution of digital shopping and technology completely changing consumer behavior, businesses are forced to look

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How Virtual and Augmented Reality will Influence Decision-Making [Infographic] | Guided Selling

Online shopping has gained popularity among consumers for its efficiency and convenience, and it’s seeing major growth: e-commerce sales in North America are expected to grow from $349.20 bn in 2015 by 14.4% to reach a total of $399.48 bn in 2016 (The Centre for Retail Research). To get a piece of the pie, e-commerce

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It’s Confusopoly! Why You Have to Optimize the Telecom Online Pre-Sales Customer Experience

Telecom providers are facing stiff competition, price wars and big mergers as they try to grow their customer base in a saturated market. For years, telecom companies have been (and still are) following the same model of vying for customers with lower priced bundles, family plans and introductory discounts, advertising to match competitor’s prices or

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