| Hi %%First Name%%, How soon will the internet turn your salespeople into dinosaurs? This topic recently generated over 100 comments on LinkedIn's Sales/Marketing VP's & Directors - Software & Technology Group. Overall there was a consensus. So, where do you stand on the issue? Below are excerpts from several of the LinkedIn commentaries. First of all, this is my opinion. The sales dinosaurs will be those who rely solely on digital skills. One can Tweet, LinkedIn, Plaxo, Xing, Facebook, Google Buzz, etc. However, one's ability to succeed in Face-to-Face meetings will make the difference in the long run. With an over-focus on social networking, fewer and fewer people now, especially those new to sales, have the face-to-face skills to get to yes. I agree that the old ways don't work anymore. There are numerous products that don't need a skilled in-person salesperson. And now, the internet provides the tools to dramatically improve the speed, reach and quality of prospecting. Still, high-end sales are not just about feature/function. It is about trust and value. Try and build trust and value on a six or seven figure sale solely by using the internet. So, when do you sell through digital/social media and when do you sell through Face-to-Face - the Ultimate (new?) Social MediaTM? Here are excerpts from the LinkedIn commentaries. "Being an 'old guy' who carried a bag starting out in my career some 25+ years ago' but now running a company that provides marketing automation (and previous to that founded a company in web conferencing) to make selling easier (due of the Internet), I think I have a unique perspective. 1. Business needed/wanted to reduce selling costs to increase profit. 2. Customers want to buy the way they want to (and when they want). 3. Something called the Internet came along. 4. Selling changed substantially. .... So to sum up, a good sales executive has to do both today. Use today's tools and 'telesales', and be persuasive and reliable in front of the customer." ~~~
"Finding buyers in the market ready to buy, with funding, and a defined
buying criteria is where I want to spend my time. Using the internet
and social networks for finding and qualifying prospects can be a key
to scalability and profitability." ~~~ "Lets not forget that tomorrows leaders are already buying products from their phones and computers everyday. They will usher in a new buying process, if you don't have white papers, video, twitter or webinars, your company WILL get passed over."~~~ "Being excellent in sales is the 'new' low water mark, that now needs much more Subject Matter Expertise (SME) or Domain Expertise than ever.....or as my old sales manager used to say, the ability to separate the fly s-h-i-t from the black pepper."~~~ "Would you rather hire a sales rep that knew everybody, or a sales rep that everybody wanted to know.........?:-)" ~~~ "I am seeing the profession of selling coming under increasing pressure.CEO's claiming products sell themselves, Web Conferencing companies claiming you can virtually eliminate sales calls with their products. Yes sales people have to change.....but it's down to business and sales leaders to make the best use of technogy to drive revenues and efficiencies.Apdaptation but no extinction..........ask me again in 100 million years." ~~~ "Both salespeople and companies alike have to change their styles and use every tool out there to be the 'go-to' person and to provide the convenience to the customer that the competitors 'won't, can't or don't know how to." ~~~ "Sales is sales. My distinguished marketing prof in the paleolithic era claimed it couldn't be taught.That has been debunked. Face time is great, but economic imperatives compel us to try it with the internet. It kinda/sorta works, and I now sit on my posterior rather than line the pockets of the travel industry. Sales is still sales. Buyers & decisions still work the same." So where do you or your sales team stand in the 21st Century - on the way to be a dinosaur or on the way to 6 and 7 figure earnings? Learn how to increase your revenue stream with Zoka's "Face-to-Face - The Ultimate (new?) Social MediaTM." and "21st Century Survival Skills for Business Development and Sales." Contact Me Regards, Larry 617-489-1933 lblumsack@zokainstitute.com. Click here to go to the website. www.linkedin.com/in/larryblumsack www.twitter.com/zokainstitute |
 Larry Blumsack Founder, President Don't you or let your sales team become a Dinosaur. * Coaching * Consulting * Facilitating * Workshops * Keynote Speaker Recent Topics Face-to-Face the Ultimate (new?) Social Media. The Five Habits for a Competitive Edge. 21st Century Survival Skills for a Competitive Edge. Dream the Impossible and Dare to Stand Out. Testimonials "I
participated in a training (21st Century Survival Skills for Business
Development and Sales ) by Larry Blumsack of Zoka Institute and left energized
and ready to make more profitable connections. His training style was very
participatory and makes you challenge how you approach sales in this current
environment. I highly recommend participating in one of his trainings." Elmer Eubanks, Vice President Business Development Citibank "Larry is an extraordinary sales trainer, business developer, consultant and all round smart business person. I hired Larry to assist with lead generation and he over exceeded all expectations. Larry has consulted with my clients, colleagues and me on sales and business development issues and he always adds tremendous value. He is very creative, likeable, and maintains the highest integrity." Brian Geery, President, Quota Inc. Larry was articulate, engaging, and informative and I came away from the presentation -"Dream the Impossible and Dare to Stand Out," - thinking about some of the situations that I run across in my own life in a whole new light. Not only was the material that he discussed interesting and useful, Larry's presentation style and demeanor was extremely engaging and held my excitement throughout the entire program. Justin Merola, CRPS Vol 4 Issue 2 2/24/10 |
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