Traditional prospecting techniques are becoming less and less effective as decision-makers and buyers continue to hide behind voicemail, email open rates decline and consumers take advantage of legislation to opt out of receiving direct mail and telemarketing calls at home. Yet, in business-to-business sales, we still need to have a dialogue with buyers in order to sell complex solutions.
The cause? Technology has contributed to the proliferation of poorly targeted mass-marketing techniques and ill-conceived sales strategies.
The result? Information overload amongst buyers and a rapid decline in the effectiveness of cold-calling and some traditional prospecting strategies.
The solution? Technology, although the cause of the current problems, is also going to be the solution. Check out this short practical video introduction to making Sales 2.0 work for your sales organisation.
Questions & Comments
One Year Later - Still "Basic" - for most?
I remember making this video/demo a year ago. And although virtualCONTACT (and I made the video ably assisted by Richard Nolan from there) has gone through some further evolution and is now part of CloudFinS...
http://www.cloudfins.com/
...I reckon this was all very "Oracle/Matrix" stuff - even if I do say so myself! Tell me though, are any of you getting close yet, like the other "basics" of a LinkedIn profile in our current Sales Tip of the Week...
http://www.modernselling.com/work-skills/sales-tip-of-week/linkedin-timeless-guide-new-business-sales-success-20114003.aspx
...and which you can now see in play if you click on my name below this posting?
Posted by Neil Warren on
My Question / Comment Is...
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