Leading new customers to that “a-ha” moment There’s a moment in a customer’s typical buying cycle that has long been under-valued, if not completely ignored, by the average sales professional. It’s what has become known as “The Epiphany Phase.” It’s the moment when an individual or company is right on the cusp of realizing that they have a problem that requires a solution. They may not fully understand this problem—in fact, they may have misdiagnosed it completely, but they recognize that...
