The Internet revolution
The Internet is a revolution in any industry and thus for any business. It has already and will continue to effect all businesses even in B2B.
The salesmen that have changed their lead generation, their approach to suspects and prospects, and renewed their sales methods have adopted the Internet as their companion, not as their enemy. Instead of fighting the Internet they have started to use the advantages of the Internet to their benefit. They will know which companies are visiting the company website, the interest of them in the products or solutions and when they have buying intentions revealed by their digital body language.
Insight instead of functions and features
These salesmen know that potential customers have investigated into their products or solutions and also those of the competition. The probable customer is knowledgeable and informed.
Instead of educating and informing the employees of the potential customer on bits and bytes or obvious functions and features, which they all can find explained on the Internet, these salesmen will give the overall view of the industry and where it is heading too. They will also explain the total concept where the functions and features fit into.
The value of the salesman is in the insight and helicopter view that can only be obtained after several years of experience in the business.
The main goal of the salesman is to convince the potential customer of the level experience, knowledge about the industry as it is and will be in the future. All for limiting or taking away the risk that the purchase decision contains.
The salesmen who have adapted to the changes induced by the Internet are the salesmen of the revolution.
Are you a salesman of the revolution ?