tag:blogger.com,1999:blog-33396825.post5124033109339500255..comments2023-12-28T07:30:24.136+01:00Comments on The Ultimate Sales Executive Resource (TUSER): Are your Salespeople asking the right questions.......Christian A. Maurerhttp://www.blogger.com/profile/08015689385433958471noreply@blogger.comBlogger1125tag:blogger.com,1999:blog-33396825.post-3371081505842538662009-05-30T18:44:09.186+02:002009-05-30T18:44:09.186+02:00Great article - I echo many of your points in my o...Great article - I echo many of your points in my own blog article entitled "Buyers rule...the new selling age". It used to be that buyers relied on sales people to educate them and keep them informed. Good sales people recognized this and didn’t have to work very hard to get appointments as long as they provided valuable information to the buyers. <br /><br />Things have changed…<br />Buyers can now become an expert on any topic by spending 15-30 minutes on Google. Voicemail and email have all but made it impossible to book up your week with appointments with decision makers. Buyers now control the process, and they reach out to salespeople when they are ready.<br /><br />New Age Selling…<br />Sales people today need to be providing buyers with relevant information without demanding a 30 minute meeting. They are no longer “selling appointments”, but instead just trying to stay on the buyers radar in a very productive and professional manner with the hope that when the buyer is ready they will think of them first. They need to develop personalized content that is relevant and valuable to their prospective clients. They need to deliver this information using multiple channels, and this should include inviting them to learn more via a webinar or demonstration. Successful sales today is being diligent in this process, and patient in waiting for when the buyer is ready.<br /><br />Bob De Garmo, www.degarmomarketing.comBob De Garmohttp://www.degarmomarketing.comnoreply@blogger.com