The sales industry has never before undergone such a rapid evolution as in the 21st century. The advancement of technology – particularly in social media – has been a major driver behind this change, but with it has come a fundamental shift in the way sales teams think and approach their tasks.
Prior to 2007, social media was a niche concept. Then along came LinkedIn, Facebook, Twitter … and the rest. These web platforms forever changed the way people interact and communicate, and altered the sales landscape indelibly. These days, it’s vital that businesses embrace social media. Those that don’t will be left behind in their competitors’ wake. And it’s paramount that sales people understand the important part that social media web platforms, and similar technologies, play in the modern business world. The old ways of communicating with clients and prospects are dying, or dead.
In the information age, the customer has been granted a heightened level of access to research and purchasing. As sales people, you’re now dealing with informed, savvy clients who won’t submit to the old-school strategy of being “sold to” on a one-on-one basis.
Manage information overload
On the flipside, social media’s instant access to a wealth of information has changed the factors comprising the role of sales people too. Networking, communicating, strategising and planning have all been augmented with greater scope, as well as greater complexity. It’s key that you learn how to manage any potential information overload. Formulate a noise reduction blueprint.
It’s an exciting, brave new world out there – and the way you conduct client relationships will dictate how successful you are in an era where technology is king, and customers are highly acute. Master your sales strategy in the age of networking and social media, and you’ll map a successful path into the future.
Remember: everybody lives by selling something.
We hope you enjoy this book.