What is vital in a modern sales effort?
The best companies are finding out that they need re-think what sales is and does.
How much contact do you have with customers? How many visits? What is the last visit date?
What is qualified? What is a lead? What is your sales stage? When is the closing date?
What is the account value proposition? Who is the main competitor and their SWOTs? How do you open the door and expand your business?
New Selling (Old Selling +)
Who needs to talk to who and when? What information is needed, by whom and when?
What messaging can you anticipate, when should it happen. Where should it happen? Who is the targeted persona?
How do you use technology to automate things that we know will happen? What media should we use for what topic? How do you use analytics to constantly improve what we do?
The New Selling
Sales has changed because customers have changed. The New Selling involves both digital and human channels.