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.