Creating an Objection Planner for Sales Teams
Why It's Important to Agree with Your Customer

Customer 2.0 Has Changed Outbound Prospecting

JosianeFeigonToday's post is by Josiane Feigon, author of Smart Sales Manager and Smart Selling on the Phone and Online and founder of TeleSmart Communications.  

 

The inside sales world has been fairly good at adapting to the new technology, and its points about integrated CRM tools and the complete transformation of cold calling seem like conventional wisdom today.

But new technological functionality isn’t the only reason that the prospecting landscape has shifted. Today’s Customer 2.0 has a dramatically different approach to the buying process, and many inside sales organizations are still scrambling to catch up to the changes:

  • Gone are the days when customers answered their phones and receptionists put your calls through. This has changed the value and place of the phone call. Today, inside sales teams need to approach prospects via multiple channels at once (voice + social + email) to have any real shot at a response. They also need to do their research before ever reaching out, finding the key power players via LinkedIn, and develop an initial pitch specific to the prospect’s needs.
  • Gone are the days when customers patiently sat through demos, accepted appointments, and even insisted that you walk them through the entire sales process. Customer 2.0 wants bite-size, easily digestible content, such as infographics and short YouTube videos. These customers also want to do their own research on your company and its services before taking any serious time with a sales rep. Then they’ll probably disappear for months…then suddenly come back and want everything to move NOW!
  • Gone are the days when you hired a professional team of solution-selling salespeople and aligned them with the field.
  • Gone are the days when sales reps put in time and paid their dues, engaged in meaningful conversations with prospects, and were so excited when you gave out Starbucks gift cards as a little bonus. That’s because, just like Customer 2.0, Talent 2.0 has moved onto the scene and is changing things from within.

Getting to know the new, independent Customers 2.0 – what they like, what they want, and what they need – is one of the best investments you can make with your inside sales team.

Download your copy of the 14 Smart Inside Sales Trends in 2014 report and stay ahead of today's rapidly changing Sales 2.0 trends. 

Comments

Feed You can follow this conversation by subscribing to the comment feed for this post.

Corey Weiner, Editor Troubleshooter

Neuroscience of marketing and selling, as this author points out candidly, has shifted.

Ways to skin the cat and drive new business exist nevertheless. However, what is disturbing is this:

many in a position to buy - vice president, line manager, hiring manager, purchasing agent, even medium-sized company CEO - have micro attention spans.

That is due to smart phones and fast internet.

Marketers go on TV selling phones and technology touting SPEED because they have run out of anything else to promote.

So the typical American business person is busy - or at least is expected to be busy.

And their brains, despite college educations and business schooling - can hold the amount of information as a fourth grader.

So you want to have unique proposition or "headline" for them specifically for them or their industry as this author states clearly in her expertise.

Corey Weiner, B2B Editor & Troubleshooter

The comments to this entry are closed.