Post by account_disabled on Dec 24, 2023 23:12:09 GMT -5
If customers have entered the digital age , customers have remained stuck in 1965 ( Actionco ). Prospecting “ in the tough” no longer works. Cold calls , spam emailing, door to door… it's over. Emailing remains widely used because it is inexpensive, but for prospecting, it does not work . All of these traditional approaches have been used over and over again for decades by generations of salespeople, but they are fading into history. Phoning worked well because accessing information was complicated and expensive. Customers/buyers did not know where or how to get information and find solutions to their problems.
A certain number of customers or buyers were therefore willing to talk with salespeople who could listen to Email Data them, answer their questions and resolve their problems. Today, information is accessible in just a few clicks via search engines, videos, infographics, white papers, business cases, forums, blogs, social networks. The buyer/customer now knows at least as much as the salesperson about their products but also everything the competition offers. This is particularly why telephone prospecting is a thing of the past. The buyer educates himself, informs himself. Salespeople must therefore find new ways to provide value.
They must understand how buyers work today, how they get information, move from push to pull, use social networks, etc. Little / No conversion Only 1% of calls result in an appointment. E-commerce competition Forrester has identified 4 types of BtoB salespeople: order takers, explainers, navigators, consultants. 37% of order takers and 27% of explainers will be replaced by e-commerce sites. Destruction of posts 1 million salespeople will lose their jobs within 4 to 5 years in the USA; replaced by e-commerce sites. Their lifeline: start building relationships with buyers. Utopia? In 2002, the Bureau of Labor Statistics predicted a 10% growth in BtoB sales positions for 2012. Result? -2%. Explosion of e-commerce in BtoB BtoB e-commerce sites will generate $1.1 trillion and represent 12% of BtoB sales in the USA in 2020 (again according to Forrester).
A certain number of customers or buyers were therefore willing to talk with salespeople who could listen to Email Data them, answer their questions and resolve their problems. Today, information is accessible in just a few clicks via search engines, videos, infographics, white papers, business cases, forums, blogs, social networks. The buyer/customer now knows at least as much as the salesperson about their products but also everything the competition offers. This is particularly why telephone prospecting is a thing of the past. The buyer educates himself, informs himself. Salespeople must therefore find new ways to provide value.
They must understand how buyers work today, how they get information, move from push to pull, use social networks, etc. Little / No conversion Only 1% of calls result in an appointment. E-commerce competition Forrester has identified 4 types of BtoB salespeople: order takers, explainers, navigators, consultants. 37% of order takers and 27% of explainers will be replaced by e-commerce sites. Destruction of posts 1 million salespeople will lose their jobs within 4 to 5 years in the USA; replaced by e-commerce sites. Their lifeline: start building relationships with buyers. Utopia? In 2002, the Bureau of Labor Statistics predicted a 10% growth in BtoB sales positions for 2012. Result? -2%. Explosion of e-commerce in BtoB BtoB e-commerce sites will generate $1.1 trillion and represent 12% of BtoB sales in the USA in 2020 (again according to Forrester).