Early this week I posted on how Sales is Broken. There are many examples of traditional sales tactics that don’t work when buyers have access to a tremendous amount of information.
The old rules of selling...
Just because you have my email address, it doesn’t mean you should email me your sales message. Just because you have my phone number, it doesn’t mean you should call me with your sales pitch. Just because we’re connected on LinkedIn, it doesn’t mean you can add me to your distribution list. Just because I follow you on Twitter, it doesn’t mean you can try to sell me something via Direct Message.
But you know the old rules already.
When buyers have more information than sellers
I’ve worked up a SlideShare to discuss The New Rules of Selling. I provide details on how to succeed in a world where buyers have more information about the products and services they’re interested in than sellers and why buyers are now in charge of the buying cycle.
Many of the ideas in the SlideShare came from interactions on my blog and social networks with people like you who are making it happen, defining the new rules that work in our ongoing communications revolution. Thank you.
The New Rules of Selling! 1) Authentic storytelling sets the tone
2) Content is the link between companies and customers
3) Big data enables a more scientific approach to sales
4) Agile selling brings new business to your company
5) Real-time engagement keeps customers happy