In problem solving terms, the rule is when you are confused about the next course of action you always start with, “How did we get here?” As we look at sales forces all over the world, we see problems like: -Closing percentages are low -Difficulty finding and getting in touch with buyers -Every part of the sales process gets commoditized -The sales process lasts way too long. So, the first question we had was: How did we get here? The infographic below gives you some insight into how we see the world of professional selling today and helps you rethink your role as a salesperson.
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Architect for Breakthrough Achievement, Abhishek Shah has 13+ years of experience in selling, managing, building and leading sales organizations regionally and internationally. He is a sales development leader and experimenter. His ideas about selling are convictions about life, money, and meaning. He loves #technology & calls #socialmedia as his first love. He holds a bachelor's degree in commerce from Shri Ram College of Commerce and is a MBA from Institute of Management Technology, Ghaziabad. He lives in New Delhi India with his proud family and spends his free time pursuing one of his many interests, which include tinkering with gadgets & hardware, playing with his little tiger Aarav!! He calls Appitive.com as the daily Social Media Appetizer for which he is the CEO and managing partner.
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Interesting but more importantly 2010s and beyond. The strategy mentioned here, clearly suggests what course should be taken as most customers today are already aware and want not just a facilitator but a domain expert to close the transactions. To be an expert is one thing and to gain the trust of people is another, so there are not enough such people out there who score higher in both these areas. Today, the market of service providers is quite wide open where customers look out for the best domain knowledge expert whom they can also trust and it has become interesting and challenging task to be that kind of expert among competing service provides, which make the sales game interesting. https://twitter.com/realtywiser/