Or, is is “who or what”? A while back I wrote an article about some of the changes that we are presently seeing in buyer behavior … “Salespeople! Your Customer is Now Driving the Bus!” Another shift that has been getting a lot of talk as of late is the contention that customers no longer
We’ve all been there. You’re wanting to talk to the ‘decision-maker’ at a business. You know the business in question is perfectly suited for your product or service. You’ve narrowed it down, done your research and determined exactly who it is you need to talk to but, all you have is a name, a business
Much of the discussion revolving around social sales talks about how you can leverage social media to increase your selling effectiveness. This is predicated on the formula … I’m on LinkedIn + he’s on LinkedIn = sale (b.t.w., it’s not that simple). What if your prospects are not on LinkedIn, or Twitter, or Facebook, or … nothin’?
As salespeople, we’re constantly looking for ways to stay ahead of the curve: new strategies for networking, new avenues for prospecting, new ways to sell. And that drive toward the new helps us stay competitive, and, when meeting quotas is the name of the game, that’s a good way to be. Of course, the problem
I have been thinking a great deal as of late as to why so many of my B2B contemporaries have been loathe to adopt social selling. Most don’t want to talk about, let alone even consider, it! Whether or not you or your company will succeed with implementing a social sales initiative, it starts at the
The Social Sales Backlash
I’ve read a number of articles as of late that have been coming out against social sales. Adjectives like … buzzword, overused, cliché, and broken promises. Opinions stating that it really is marketing and not sales (the lines have blurred) and that the hype far exceeds the results. These statements are coming from sales professionals. Smart salespeople whose opinions
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