The Sales Archaeologist

Are you as a salesperson prepared for the inevitable changes that are taking place in your market right now? The past year has been one of tremendous transition for many companies - they operate leaner, they are more skeptical, they are more educated and perhaps the biggest obstacle for many is that they are all waiting to see what happens.

So one has to ask - what will the next change be and how can I prepare for it right now. How can I come out of the gates ready to have a banner year because I will have adjusted to the change before my competitor. My guess would be that accomplishing this will mean something a little different for every industry - but maybe rather that guess you could simply ask some of your best current customers how things are different? What has changed? What are they hearing?

My feeling is that current customers are one of the most wasted or under utilized resources any company has. Asking questions that help you be more informed only add to your appeal in their eyes and keeping your ear to the ground like this is essential in a time of change.

When Julius Caesar was crushing the huge rebellion in Gaul around 55 B.C. he was outnumbered but much more informed of his enemies actions. They thought he was retreating to Italy and in reality he was adjusting to outflank them.

Being more informed can help you overcome the odds, complacency, apathy, marketplace issues and price issues. Be committed to get your ear on the ground.