Almost 50% of Millennials don’t need to meet with a sales rep anymore - they want to do things online. It’s been clear that buyer preferences have been changing for a while now and the pandemic has put a rocket under that pace of change. I’ve summarised some of the Gartner info for quick reading and added what we’ve seen evolve in our sales roles over the last year. If there’s one thing we can count on right now, it’s change. #socialorganisation #sales #socialselling #modernselling
I total get this, I like to buy online, but do you think there is a point where they get stuck or are missing out on the sales rep's product knowledge and market positioning? Would they then engage or do they just buy online anyway risking buying the wrong product?
Fantastic article Catherine which presents the rich and valuable learnings that you and the team have learnt as you’ve gone through your social journey. Congratulations to you all for what you have achieved.
Catherine intriguing. I wonder if this is because decision makers' are more adept at doing their own research putting sellers under more pressure to share something the decision maker hasnt heard before? Perhaps 'something they didnt know about what matters most to them' and not just what industry analysts believe, or what all of the sellers' other customers are doing. So more empathy and 'being in the shoes' human centricity from sellers may make this achievable if ( and its a big it ) the sales process allows for 'empathetic selling' versus dare I say it 'coin operated selling'. I just did. Thanks for doing this.
I miss those long gone days in our shared office, witnessing you drilling down relentlessly into a subjects with passion and unwavering curiosity – good to see things have not changed over the years 😊
A great summary Catherine. The bottom line, new skills and approaches are required to connect with buyers and build business in this new world we have been thrust into.
Fantastic article - thank you Catherine
Loved all the points you make here, Catherine. I think you could write a book on this - LITERALLY. One of the biggest things that stood out to me - "The articles and posts that our employees were writing had more than filled [the collateral gap]." #marketing take note!
Thanks for sharing. Content is king.
Point 7, that’s the one that trips people up every single time. Knowing is one thing...doing is another.
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3yI cannot imagine a more well-conceived or beautifully written piece on this subject. This should be required reading for anyone in charge of or with a vested interest in revenue generation and business survival. Tacie Sarah Janice Brittany