This is a quick b2b sales tip based upon a conversation I had with a couple of high level decision makers. These gentlemen were talking about both the b2b sales people who call on them AND their own b2b sales staff.
Here is the major point about this post today. Some b2b sales people are more engaged with their electronic equipment than with the actual customer. Since customers are people, they need a b2b sales person to communicate thoughts, strategies and ideas with them. And, based upon the ear full of unfavorable opinions about today”s new b2b sales people, there is room to improve.
In fact, this past week I observed several b2b sales people on a couple of flights around the country. The common thread is this PDA and Smartphone addicts don’t make eye contact with anyone and have this robot look in their eyes. Are you one of these people?