One of the biggest changes in the world of b2b sales is the FACT – Your Customers No Longer Need Your Information About Products or Services.
Okay, some of you are yelling at me now since this is your world of selling – to do feature and benefit presentations to your targets. (Can’t call them customers or even prospects, just targets for your presentation.) And, it does not matter if you were told by your sales manager to go deliver this presentation. It is time to think about the people you are selling.
Now is the time to begin to set up a strategy for selling the way customers are buying rather than force feed data dumps on these people. Sorry if I’m sounding like a preacher or someone like that – I’m only trying to get a very important message to you – the b2b sales star of the future.
What has caused this change on the part of the buyer? There appear to be a couple of major reasons. These are…