1.5 minutes on How Sales Has Changed

As an early stage company, you have to understand how the sales process works so that you can be as efficient as possible.  In this 110 second video, I share my thoughts on how sales has changed; we no longer live in a Glengarry Glen Ross world.  Your rolodex isn’t that important, being a trusted advisor is.  Prospects have a lot less time for you but paradoxically, relationships matter more.  Sales 2.0 describes a plethora of new tools that weren’t available even five years ago

How Sales Has Changed

A  transcript of my comments follows


When I look at the ways sales changed, there’s a couple things that come to mind.  First: Your Rolodex just isn’t as important as it used to be 10 or 15 years ago, the salesman owned his Rolodex and he managed it and nobody else got access to it. With the web and CRMs like Salesforce, the data really belongs to the organization so it isn’t really that important, and can be replaced pretty easily.

The second thing I think that’s changed is that buyers have a lot of information, and in fact, they typically come to the buying process fully armed. This changes the way you need to sell; you’re not dispensing information anymore, you’re acting much more as a coach or adviser, and you’re going to help them through the process.

Paradoxically, that leads to the third thing. Hasn’t changed, in fact, it’s become more important, that is relationships. Building a relationship with your prospect is that much more important because they have to trust you; harder to do because people have a lot less time than they used to.

One of the things I like to stress with folks is assuring authentic information, what I call authentic content, that really helps the buyer
make decisions, will get you a lot further than pounding them with cold calls, sending them slick materials, or taking them out for expensive dinners. You need to do that in a way that’s respectful of the prospect’s time, because time is the thing that’s at a premium these days.

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