One Thing Missing from The New Way of Selling - Part 2

Posted by Dave Kurlan on Wed, Jul 02, 2014 @ 06:07 AM

missing in salesYesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling.  I have tremendous respect for the article's author, Mark Roberge, who has built a great sales force over at Hubspot.  They use Objective Management Group's (OMG) Sales Candidate Assessments to identify the new kind of salespeople who will succeed there.  

Samples Button2

Mark and I go back a long way.  I worked for his dad back in 1973 and his dad worked for me earlier in the current century.  OMG became one of Hubspot's very first customers in 2006 and all of my articles are hosted on their terrific platform.  

I loved Mark's article about the 4 Habits of a New Generation of Salespeople.  You should read the article!  It's a great description of how their salespeople and many inside salespeople operate. It describes mostly young, social salespeople, who sell inside and to marketers who are also mostly social sellers.  

On the other hand, while many inside sales experts are writing terrific articles, they are at the same time attempting to get the entire sales population to do what works so well for inside/inbound sales (and sell their inside/inbound services).  And it does work if you have a suitable product, price range, technology, target market and sales cycle.  It works if you have a dedicated team of top-of-the-funnel inbound marketers.  However, for every company and product where this makes sense, I can name three where it doesn't.  I love the new way of selling.  Just don't proclaim that the new way is the only way.  That's like saying, now that we have developed a spaceship that can take private citizens to outer space, everyone shall commute to work that way.  When commercial airlines made flying affordable enough for everyone, it didn't eliminate buses, trains and cars.  It simply became a better choice for long-distance trips.  We still use our cars to drive 120 miles!

While we are on the subject of old and new, I wrote an article that appears in the new issue of Top Sales Magazine.  You can download the magazine here.  The article, What is the Big Secret That Powers Baseline Selling? includes some video and some terrific explanations of what continues to make the process and methodology work so well for so many salespeople, 10 years after it was written.  And guess which book their salespeople read over at Hubspot?  Yeah, once they have a prospect, they still have to sell...

 

Baseline Selling

 

Selling is still selling and while a lot has changed in the last 10 years, a lot of it hasn't.  I'm a social seller.  Social sellers get found, find prospects and connect using a myriad of social selling tools.  But once a meeting has been scheduled, the social must be dropped in favor of the selling.   A prospect should only be aware of a terrific conversation, but process and methodology must be hidden backstage.

Image Copyright: lianna2013 / 123RF Stock Photo

Topics: sales assessment, Dave Kurlan, Consultative Selling, sales selection tool, social selling, Mark Roberge, objective management group

Subscribe via Email

View All 1,800 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight 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.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader