This was a question posed at a recent panel discussion I was on. It was to a group of small business owners. I’m usually not a big fan of panel discussions due to the limited time each participant has to speak.
But this one was good…Ben Pidgeon, Barnes & Thornburg LLP, facilitated the event and we had awesome panelists: Jenny Vance (www.leadjen.com), Gary VanDeLaarschot (www.accelerate.com) and Adam Weber (www.GoBlueBridge.com).
Here’s my answer to the question of whether the salesperson is going away.
No, the sales function is NOT going away anytime soon. But, the fact is that selling is changing. Here are my thoughts on how it’s changing and what you can do to cope, whether you’re a sales team leader or front-line seller.
1. Seller Must Offer Insight. You are not an order taker or an order maker. Most of the time, the customer has no earthly idea if they are in need of your solution or not. So, you must offer some form of “insight” to help guide the prospect along. That may be a case study, it may be a list of the trends you see impacting your clients, or it may be an article that you have published that positions you as an expert AND offers value. Don’t just run the prospect through your process. They deserve more than that. Continue Reading »
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