A Sales Guy Consulting Blog

The guys over at Sales Loft have come up with a creative matrix outlining the future of sales and marketing.  

I like where they are going with this. 

Reach is becoming increasingly critical in sales. Reach has always been important in selling, however we've typically called it our "network" or "rolodex."  Reach isn't something new, it has always been part of selling success. Now that social and the Internet are on the scene how reach is created and leveraged for selling is changing rapidly and becoming increasingly important. 

Sincerity, like reach is not new to sales. Also, like reach, social media and social tools on the Internet are dramiticaly changing how sincerity is leveraged in selling process.

As the friction to reach is diminished, the ability to engage sincerley is improved. Building a selling approach designed to capitalize on reach and sincerity is where the win is!

Way to go Kyle, great visiual.  

Sales has changed. That's all there is to it.  This is a good video put out by Huthwaite, the company that brought you Spin Selling.  

Ignore the dry and almost deathly boring presence of the narrator, Huthwaite's President and CEO John Golden. It's painful, but if you can get past it, there are some good nuggets in it. 

My favorite part come at 3:56 to 4:44 when TAS CEO Donal Daly talks about the death of the relationship sales person. 

Another one of my favorite parts is when Dave Stein of ES Research talks about value propostions. 

Take the time to check out this video, it's worth it. It does a good job of explaining what has changed while you've been busy selling. 

Twitter is a real tool for making your number and part of a legit sales strategy. It connects you to your customers. It gives you insight into your competitors. It generates leads. Twitter is a power sales resources for making your number. 

Don't be Allen!