Don’t sell to your customers; listen to them!
Selling has changed. Digital channels, social selling and other strategies are outpacing traditional sales tactics for buyers who are desensitized to standard methods, messages and mediums. Instead of presenting services while looking for a match, sales professionals need to adapt their messages and tactics to the desensitized buyer to stand out from the noise of the digital world.
Go-to-market leaders must commit to arming their sales force with the knowledge, tools and confidence to succeed and become effective sales conversation sellers. Organizations can accomplish this goal by looking at five key areas and developing a program to consistently develop these skills.