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Do you miss the future in sales?

marketing & sales May 23, 2019

It's no longer a secret. However, most salespeople and entire sales teams try to ignore this simple fact: Sales tomorrow will differ from yesterday, especially in B2B (Business-to-Business).

The reasons have been discussed a thousand times: Buyers are much better informed, take less time, have much more choice ("global sourcing"), etc. Yet many sellers still find it extremely difficult to adapt.

Instead, customer visits are carried out in the same way as in the past, hoping that the presentation of the products will motivate potential buyers to buy. It is still expected that the prospective customer will contact us because he has a "need." It is assumed that the prospective customer reads my emails and listens to my voice messages.

Here comes the brutal truth: Forget it! If you win a customer with these outdated methods, you have won the lottery. Congratulations! But you can't increase your revenue anymore.

So, what do you need to do? Here are three things you absolutely have to tackle to play a leading role in the new world of sales:
  1. Enablement. Train your team and yourself to sell in new ways. There are various new strategies and methods, of which most sellers have heard only incidentally so far.
  2. Mindset. With most salespeople, you have to work massively on the mindset. The willingness to learn and the level of activity must often be significantly increased. I know salespeople who still think in the same way as it was 20 years ago.
  3. Courage. Today, as a salesperson and sales team, you have to stand out from the crowd much more clearly than before. Where a few years ago the product was still sufficient as a sales pitch, you must now also be perceived as someone extraordinary during the sales process.

I suggest that you better address these issues today. The chances are high that your competitors will improve while you are waiting.

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