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The digital age sales cycle

The digital age sales cycle
Author: Alicia Gartrell - Strategic Content Coordinator
Written On: March 5, 2020
Category: Online Reputation

The importance of understanding the sales cycle is indisputable. Without understanding it, your business could be struggling to survive. However, as technology shifts, so does the way consumers find information to make an educated decision to purchase a good or service.

So, what is different from sales cycles 20 years ago to today? Digital technology.

It’s hard to imagine but, somewhere between the extinction of dinosaurs and the adaption of World Wide Web, there was a period of time when products and services or answers to products and services were a physical event. Meaning, jumping into a mode of transportation and arriving at a business or service provider to ask questions before ultimately deciding to purchase the good or service.

The importance of the digital sales cycle

Today’s seemingly limitless search engine resources and portable mobile devices make for a unique touch point for businesses to navigate.

First, it’s important to note that today’s sales cycle can’t be fit into a box much like the past physical sales cycle. The flexibility that large search engines like Google and portable mobile devices offer allows a consumer’s journey to purchase be as little as hours or as long as months.

Second, it is critical to understand that if your business isn’t found online, you may have already missed the sale. According to Google, 84% of Americans are shopping for something in any given 48-hour period. Google also claims that 63% of shopping occasions begin online. As a business owner, that means that more than half of your clientele has already researched or looked to purchase the product or service you are offering online.

So, how can you be seen on these powerful digital resources that allow consumers to research, price compare, and explore brands 24-hours a day?

1. Get found: Claim top directory listings like Google, Yelp, Bing, Yellow pages and more. Remember, the more directory listings that your business has claimed and with cohesive information like name, address and phone number, the better chance you’ll have at ranking higher in local search results.

2. Look good: Updating directory listings on a regular basis with high-quality images, special holiday hours and more, the better chance that your business will be ranked more favorably.

3. Find qualified consumers: Tagging yourself to the appropriate business category — or categories — and incorporating highly searched keywords into your directory listings’ descriptions, the better chance that your business will be found by a more qualified consumer—you know someone who actually wants what you’re selling!

4. Respond to reviews: Responding to online reviews can positively increase your search visibility. Likewise, it also shows potential consumers that you value your customers.

To get found and look good, contact Digital Services Manager, Alicia Gartrell at



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