I'm defining (modern) Selling as the people we are, the way we are assessed, recruited, trained, managed and rewarded, and the tools we are given, plus techniques suggested or imposed for using them, in conjunction with any colleagues from any other departments and, of course, with our prospects and actual clients / customers.
Here's the academic definition of the first two (hypothesis v thesis)...
WikiAnswers - What's the Difference between a Thesis and Hypothesis
...and you might like to bear in mind that Einstein, who "proved" Newton to be wrong in certain important aspects, looks set to be questioned himself now, if the speed of light and cause and effect are not the final frontiers.
However, keeping it "real" (and simple, stupid), I was taught AIDA (Attention, Interest, Desire, Action) with a hint of ABC (5 min video explaining A...B...C... here)...
...and a more classical interpretation here (18 Cert - STRONG language)...
...about half a century after Einstein, and after various assorted Economists from about the same time suggested that we should run business this way or that. For example it's 100 years now since some enterprising sales leaders launched...
The Sales Managers' Association.
Dale Carnegie has also long held, since 1936, that we should "Win Friends and Influence People", if you were curious about the roots of "Relationship Selling" - but which is now being questioned (with proof) by these people...
So does anyone (else) have anything yet that they are prepared to say is approaching a more solid theory, or fact, even? Or are we all still terrified of the God of Thunder, and that we might fall off a flat earth, if we venture where the monsters be?
Questions & Comments
In case you were wondering who "I" am...
I'm using the "log in with LinkedIn" button, and then any comments and questions pick up the link automatically, and you can click on my name, like anyone else can on yours.
I've also replicated the discussion in our LinkedIn Group...
http://www.linkedin.com/groups/Modern-Selling-Hypothesis-Thesis-Theory-1328087.S.87230480
...in case you're more comfortable or familiar with that.
Posted by Neil Warren on
And in case you were wondering what I'm doing...
...in 2012, as the follow-on from 2006 when we launched ModernSelling.com(?)...
Well, in essence, I bounce about all around the UK / USA / EMEA sales, (direct) marketing, lead generation (data), recruitment, training, IT, motivation and such like groups, mostly on LinkedIn, and find and encourage the people (and companies) who are making any of this fact, rather than fiction.
We're seeing some good stuff in improving LinkedIn personal and corporate profiles, for example (and which I'm now adding to my databases), and the first glimmers of "sales training" that also encompass the internet.
I'm also scheduled to be talking on Jan 4th to the first of the Microsoft / Office integrated CRM providers who not only gets that it's a sales tool, but also sells that way himself, and he's reporting some serious "traction" which will translate into case-histories we can all relate to.
UK Recruitment Professionals (another LI group) also seem to be seeing a few fireworks going off this January 1st morning, even in the cold light of day, and so I don't think it'll be too much longer before we'll be able to look at a Modern Selling person or company, and recognise them as standard-issue rather than concept vehicle.
Plus I think we'll be heading to the museums, to see the old Ford Cortina / Vauxhall Cavalier Road Warrior and appointment setting or hard-closing tele-sales or tele-marketing equivalent.
It's my 55th birthday on Thursday too - just in case any of you were suspicious about how soon you might turn into fossils ;-)
Posted by Neil Warren on
Wall Street, The Boiler Room, The Pursuit of Happyness...
These were the movies that followed all the above, of course, with "Selling Real Estate" as per Glengarry Glen Ross and Mr Baldwin up there having shifted to the "Investment" Banks.
So take note also of the reappearance of a slightly older Kevin Spacey in the latest Hollywood Blockbuster called "Margin Call"...
http://www.imdb.com/video/imdb/vi1070504985/
...which is "based on a true story", and quite a speedy re-make of the equally compelling and utterly scary, still-going-on, documentary "Inside Job"...
http://www.imdb.com/video/imdb/vi751502873/
And your thoughts and reviews and observations are more than welcome, as ever...
Posted by Neil Warren on
Theory or Fact...
Not sure I'm qualified to put forward theories or facts but this is imho a useful primer to what we as 'modern sellers' should be doing to keep ahead of the game:
http://asalesguy.com/2012/01/18/the-6-must-use-tools-to-win-in-todays-sales-world/
Couple this with Sean's ideas on e-selling and, hopefully, you're safe for a few years yet!
Posted by Neil Fletcher on
My Question / Comment Is...
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