Tiffani Bova says the role of sales is experiencing a renaissance. However, sales reps must adapt and embrace new ways of doing their job. As we entered the 2000’s many thought advertising, mass media, the internet and e-commerce would replace the traveling salesman.
Bova believes that the future of selling will be contextual. The hardest part of most sales today is that we are rarely selling just a “product.” Most often, salespersons are asking customers to change their status quo. Selling change is the new normal.
Source: The Huffington Post, April 4, 2017.
By embracing not only consumer change but your approach to the sales process, representatives find more customer engagement, advocacy, and loyalty in this ever-changing environment.
INSIGHTS: Sales teams need to approach every opportunity with an understanding of the customer’s buying journey, and not just follow the internal sales processes.