Selling at the Speed of Trust

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.

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NBC thinks they have an audience appeal problem that are making it hard for Conan to get good ratings. Jeff Zucker and Dick Ebersol have it wrong. They have failed to exploit their own medium - Hulu TV - for building Conan's audience reach and moving away from the declining medium of broadcast and cable television.

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It's true.  The first “tweets” were send in the 1920’s and 30’s by radio operators desperate to reach an audience with the least possible number of characters !   That’s right, Twitter is the internet version of a very old idea. Twitter's success highlights the  idea that one of the  the real values of Twitter is… [more]

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