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!