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Time for a Reboot

By Barbara Giamanco 2 Comments

billmurray

A series of recent events has me thinking about how “stuck” people seem to be in their approaches to situations of all kinds. As human beings, I suppose its part of our hard wiring to resist change, even when presented with information suggesting we move in another direction would be wise. Reminds me of the movie – Groundhog Day. Bill Murray portrays Phil Connors an egotistical TV weatherman faced with living one day in his life over and over again. Connors is presented with the rare opportunity to take a different path when faced with the same circumstances. It is a clever film about do over’s and the challenges of changing our ways.

That brings me to the topic of sales.

Personally, I think it is about time for a serious shake up in traditional thinking about the sales process. Business is anything but traditional these days. Sales must adapt.

Some 78% of buyers consistently say that they go to the web to do research on something they plan to purchase according to Anderson Analytics.

Buying behavior has changed. These buyers are not interested in meeting with you personally to learn about your products and services. They can research you more quickly online. Further, they have more faith in the feedback from the social community than they do from vendors and advertisers who are clearly biased in their opinion of their capabilities. You can’t blame them.

Sales behavior and the approach to the sales process need to adapt to attract this new breed of buyer. A social sales strategy is required.

This statement usually draws some strong reactions from those sales professionals locked into their own methodology. They firmly, but politely reject the idea that using tools like LinkedIn to generate sales works. To them networking in a virtual world doesn’t have the same oomph as meeting people face to face. What they miss is that you do not need to ditch the tried and true, but it does mean that the effective use of social systems to create sales relationships must now be integrated into the sales process.

You won’t make money overnight!

Another area of resistance that often surfaces is an attitude that if it doesn’t make you money overnight then there can’t be much to it. Such an odd attitude really, because seasoned sales professionals know that it takes time to build a book of business. Starting a corporate sales job today would not mean I’d close a sale the next day. You get to know the customer base, you plan your introduction strategy, make calls and set appointments to meet with core clients…all of these tasks and more go into kicking off a new sales relationship. So like the building of a new sales territory, your investment in moving to a social selling approach will take time and patience.

Back to Groundhog Day…

Murray’s character has the opportunity to relive one pivotal day in his life…over and over again. The idea is that he learns from mistakes made in the prior 24 hours, which hopefully means better decisions and choices moving forward.

Given the choice, what about you?

Will you reboot your sales system and start with a fresh eye? Or, will you chose to remain caught in an endless cycle of doing the same thing over and over again expecting a different sales result?

Filed Under: Uncategorized Tagged With: linkedin, sales, social media, social selling

About Barbara Giamanco

Barb is CEO of Social Centered Selling and on a mission is to Ignite Sales Transformation. With a successful C-level background in B2B Enterprise, Mid-Market, SMB and Channel Sales, Barb has sold solutions across multiple industries using social/digital and other multi-channel strategies to reach modern buyers in new ways. Her book - The New Handshake: Sales Meets Social Media – was the first book written about Social Selling. She is the host of the popular Conversations with Women in Sales podcast and is recognized as a Top 50 2019 Keynote Speaker and Top 50 Sales and Marketing Influencer by Top Sales World, a Top B2B Sales Influencer by LinkedIn, and a Top 25 Sales Leader on Twitter. Committed to excellence in selling, Barb contributes her expertise and content to communities like the Sales Experts Channel, Top Sales World and Sales Hacker. Visit: www.scs-connect.com

Comments

  1. Lya Sorano says

    at

    Definitely reboot!

    I’ve just finished reading Rick McPartlin’s post on BOTW companies and their top-down marketing strategies. http://www.therevenuegame.com/ceochallenge/. I know some of my clients have done this all year long and not only did I not stop them, but I think I was in fact moving into that direction myself. What a wake-up call! Not to be repeated in 2010!

    Reply
    • Barbara Giamanco says

      at

      Excellent – Rick’s piece is well done. Thanks for commenting, Lya.

      Reply

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