The changing role of sales

Brian Carroll just posted a great podcast on his B2B Lead Gen blog.

 

Its well worth a listen!

 

Very interesting perspective – sales people are the 2nd choice of prospects for information, 1st choice being your company’s website.

 

Think about that for a minute…

 

The sales person ultimately becomes the guide.  Shepherding the prospect through all the information available on your site so they can make an informed decision.  When you’re traveling, a good guide asks a lot of questions to get to know what you’re interested in and then steers you in that direction.

 

So a really good sales person that asks questions, identifies pain, etc. is perfect in this “future sales” role.

 

But most organizations are not hiring and training sales people this way.  I do love a good strong cold calling closer.  I hope we can keep a few around just to admire!

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