How Dramatically Has Selling Changed?

Posted by Dave Kurlan on Thu, Feb 19, 2015 @ 06:02 AM

dramatic-change

Image Copyright: 123RF Stock Photo

Yesterday, I was listening to a radio promotion when they said, "Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can't remember]."

Now, pretend it's 1995, and reread the quotation.  Twenty years ago, would you have recognized any of the words other than "take", "and", "then", "using", "your", "or" and "to?"  In 1995, selfie, standie, smartphone, tablet, tweet, hashtag, upload, and Facebook would have had you believing that you were listening to a foreign language.  That's just one example of how dramatically some things have changed in the past 20 years.

Let's take selling.  How dramatically has that changed in 20 years?

There are some obvious changes that most people in sales will recognize, like:

  • Salespeople are no longer sources of product knowledge or pricing, both of which are readily available online.
  • Salespeople enter the sales cycle only to find their prospects much further along in their buying cycle.
  • Salespeople utilize Twitter, LinkedIn, Google, email marketing, blogging, and the web for knowledge and to connect with prospects, before they speak for the first time.
  • Personal online networks, like Facebook, Google+, and LInkedIn are exponentially larger than the physical networks of twenty years ago.
  • Salespeople with transactional products and services, like tickets, travel, commodities and most retail items have found themselves being replaced by online sales.
  • Many salespeople who once worked in a territory or vertical, now find themselves doing the exact same thing by phone.
  • Video conferences and phone calls are replacing face-to-face visits.
  • Inbound, Lead-Gen, and Appointment Setting Teams are recent additions to Inside Sales.
  • Value Propositions and Added Value have given way to salespeople who must now be the value.
  • A vast array of productivity tools, especially those that sync between devices, make selling not only more efficient, but more fun.
  • National and global competitors are making it more difficult to win the business.
  • Demos can be easily conducted online.
  • There are vast amounts of free, online resources that individuals can use to improve themselves.

And then there are the changes which are not as obvious, like:

So my question is, are these changes good or bad?  Have you made any or all of these changes?  If you have ignored any of the changes, was it due to ignorance, discomfort, or arrogance?

What is the next change that will rock your world?

Topics: Dave Kurlan, Consultative Selling, close more sales, twitter, linkedin, selling value, long sales cycle, sales win rates, google plus

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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