Sales is no longer about "knocking on doors" - the modern sales person has to be an accomplished marketer
Prospects today are extremely time poor, they no longer have time for "catch up" relationship meetings.
Prospects no longer need to meet sales people to acquire product or industry knowledge - they go online!
Prospects don't pick up the telephone - if the proposal does not meet their objectives they don't buy.
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What this means is that sales people have to find way to reach prospects earlier and deliver their value message. To do this effectively sales people should utilise some of the tools that marketers use.
Blogs, articles, links to resources on marketing ideas that sales people can really use.
QUARTERLY TRAINING PROGRAM
Assessment of sales team needs
Develop marketing for sales people program
Practical marketing tools for sales people
Modern sales approaches & techniques
MANAGEMENT
Management: Remote meeting to follow up on training.
Coaching: How to apply in real sales situations
Tactics: Specific client problem solving discussions.
Strategy: Planning, targets, Q&A for the week ahead.