Buyers are more knowledgeable, more connected and busier. Salespeople must evolve and sell value. The writing is on the wall: Be #RELEVANT or #DELETED!
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[...] Does anyone remember the days when, in order to purchase something, you needed to go to a store and talk to salesman in person? Today seventy percent of sales are completed before a customer even interacts with a salesman. When almost everything we need, from groceries to clothes, can be purchased online, it’s no question that the tactics of salesmen must change as well. To learn more about the evolution of sales, take a look at this infographic brought to you by Postwire. [...]
I’m seeing this stuff all the time, especially the last 5 years. The role of major account rep is becoming obsolete as the cheaper (?) inside sales rep gains in effectiveness thanks to technology, reducing the cost of sale; more and more products become commoditised, giving the customer more choice and driving prices down; and social networks provide information for everything you couldn’t already find on the web, thus reducing the value added differential that an expert salesperson would bring.
Thanks Philip for your comment. We actually believe the expert salesperson is still very important, but they have to change their approach. They must assume that their prospective customer is much better informed because of the web, so they need to use their expertise to introduce them to content, concepts, and ideas the prospect hadn’t seen yet. In a way, they need to be much more of an expert…they need to intimately understand the market they are selling to and how the content their company is putting out connects with that market.
Instead of going from sales call to sales call with the same pitch, new salespeople need to spend time researching their prospect, understanding their interests, and connecting with them in a personalized way. We like to call these people Information Concierges. When you go to a nice hotel and ask the concierge for a dinner recommendation, the first thing they’ll ask you is what you’re interested in. A good concierge would never recommend a sushi place to a steak lover, would they?
Philip you are Strange… actually by judging from the other comment you are not alone! Sales people which I happen to be, will always be needed… the more sophisticated the product or service the more essential they become. Sure for simple purchases like nails or clothes… going on line is easy… get your answers thru the online Chat person or from an inside sales person. BUT… with a sophisticated product or service you need someone who is much more ready to act, meet, engage and make decisions! OH and when there is a problem? You hope you have the right kind of sales person to resolve the issue!
Information is Power!!!!! For the consumer, corporate buyer and for the sales person (inside or outside). Postwire represents this”power” and has been a great tool, but without a great sales person behind that tool, it is just another technolgy. The combination however… is extremely powerful! I love Postwire and use it daily!
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