Old way of selling: your phone rings and there is a pulse on the other end. You rush to your car to meet that prospect, you take him or her to lunch, and find out he has no budget and barely a brain. Waste of time, shattering of dreams.
New way of selling: you create a great piece of
content that betrays your intense knowledge of a particular industry
and what is going on in it, based on your up-to-the-minute industry
knowledge gleaned from your colleagues and prospects, and served up
elegantly in a CRM platform. You throw that content on LinkedIn or a
other social networking platform, it gets hundreds of "hits" and
retweets, and now your best prospects know who you are and actually
want to hear more about what you have to say.
Finding the most effective ways of creating and driving demand will be the focus of an upcoming webinar
that I'll be moderating July 15 at 4 pm Eastern with some terrific
guests â€" David Bonnette VP North American Sales of Oracle, Brent Leary
leading Social CRM Blogger, and Dave Brock, leading sales and
management consultant. We'll be looking for your questions on this
important topic, but I already have a few of my own:
• How can I be more creative in the way that I approach a relationship with a buyer?
• How can I spend less time on paperwork and more on building relationships?
• How does this new sales environment offer some strong advantages for inside sales? Are inside sales organizations using these new sales tools effectively and if so, how?
• How about establishing trust with these new tools and strategies? Is trust more important than ever?
• Is transparency the same as trust? And will salespeople, who are usually competitive with each other, embrace transparency and why?
Come join me with your questions for the panel and to make your own best cases for creating demand, by signing up here.