The hardest thing about selling today is that customers don’t need you the way they used to (…) companies can readily define solutions for themselves.
But the news is not all bad.
Although traditional reps are at a distinct disadvantage in this environment, a select group of high performers are flourishing. These superior reps have abandoned much of the conventional wisdom taught in sales organizations. They instead coach those change agents on how to buy, instead of quizzing them about their company’s purchasing process.
Is Insight Selling Ready for the Challenge?
From Outside or Field Sales to Inside Sales
Sales strategy expert Steve W. Martin wrote about this shift: “Many sales organizations are transitioning from a field sales model to an inside sales model, where inside salespeople work independently and are directly responsible for closing business, working primarily by phone or email.”
Necessarily, your inside sales team needs sophisticated video, chat and share solutions, which are used as substitutes for face-to-face meetings. What do you think about the shifting in the World of Sales?
In three weeks, we will launch a new version of Surfly, which will really help you to reach out to your clients and customers remotely.