New strategies and programs for Social Selling. Gary Ambrosino, a well-known SaaS executive, tells how to set up, manage, and harvest a sales process that increases sales. Business-to-business and business to consumer marketers and sales professionals will be interested.
Changes to the sales process and funnel management are well under way. Consumers now rule what once was a sales-rep driven process. In the 2009 article "The Consumer Decision Journey" McKinsey & Company point out that the familiar sales funnel selling has given way to a much more buyer driven process. You can also find… [more]
The traditional sales funnel is becoming obsolete, replaced by the new model of consumer-based trust selling and sales prospecting. According to McKinsey & Company "(The) outreach of consumers to marketers has become dramatically more important than marketers’ outreach to consumers.” The conventional approach of inside and direct sales organizations doing outreach and targeted prospecting has been less and less effective. It is being replaced by consumer driven "inbound sales" where prospective customers reach out to marketers and sellers where and when they are ready. The emergence of the social web has made this a practical replacement for old fashioned sales techniques.
I was tempted to title this post "how engineers and math majors will rule sales". Back in the old days, when men were men and ships were made of wood, sales was managed by one number - - quota performance. If you were a sales rep you either made it or didn't. … [more]