PPM Menu

Modern Sales – Where Do I Fit In?

March 23, 2023
Modern Sales - Where Do I Fit In?

The sales process has undergone big changes over the years. It will be interesting to see where things evolve from here. But it won’t matter if we don’t learn lessons from the changes we’ve witnessed so far. And we have to make sure we are not living in the past, especially when it comes to processes that affect our income.

Change is Inevitable

If you’ve been in business for more than a couple decades, what changes have you noticed when it comes to the sales process? How has your online presence changed? What automations do you have in place now? Have you added a Marketing team or department to help customers know your brand, which in turn helps salespeople get their foot in the door a bit more easily because, “Oh yeah, I’ve heard of you.”

Automations don’t necessarily mean you’ve cut your staff in half and replaced them with robots; that’s not how it’s worked out unless your job is assembling factory parts or is in warehouse stocking. I mean the simple changes like your phone system (maybe something to make your calling customers wait less) to more complex changes like capturing the data from an online form, and using that to help market your product.

The Most Valuable Thing

One thing we’ve all learned during the shifting world is that there is something far more valuable than oil, gold, or diamonds. And that is information.

Google, Apple, Microsoft, Amazon, Facebook. If we believe these are merely websites, phone makers and shopping sites, we are sadly mistaken. These are trillion dollar companies who specialize in information and how to monetize it. They have layered systems in place to capture data and make the most of it.

Sales and Analysis

Our job in sales is very similar. We begin by collecting basic contact information for a prospect. Then we gather information on the best time to speak with them in person. They, in the meantime, research our company before the meeting. We arrive and size them up by gathering clues as to their budget, their level of interest, and the likelihood of our walking away with a deal. If we knew ahead of time their true interest level and budget, we’d only visit the prospects who had the highest chance of purchasing, right? Part of our challenge is to help narrow down, by using information, the best prospects to call upon.

Here are some statistics from recent research and polls:

  • 64% of buyers want to see a demo or trial before making a purchase.
  • 73% of users will discard marketing content that’s not well-designed or easy to scan.
  • 50% of B2B (business-to-business) buyers are more likely to purchase from a brand that provides personalized content.
  • 87% of buyers check online reviews before making a purchase.
  • 88% of buyers research products online before making a purchase.
  • In 1990, salespeople were responsible for every aspect of the sales process. In 2021, 80% of sales teams have specialized roles.
  • In 1990, salespeople relied on one-size-fits-all sales pitches. In 2021, 72% of buyers expect salespeople to personalize their approach.
  • In 1995, 90% of buyers relied on salespeople to provide product information. In 2021, 80% of buyers prefer to research online before talking to a salesperson.

How can we use today’s information to take advantage of today’s market? And how can we eliminate outdated thinking that is no longer useful? Mindset is important. Functional systems are important. Scaling is important. And implementation of it all is my specialty.

Stay tuned here for useful tips, but to really make a change that can’t wait, check out The Profit Paradigm Program, for sales tools and help on growing your business.