In my earlier post Sales Prospecting at the Speed of Trust I talked about the trust timeline and gave some examples of trust based selling dialog. So this was sort of a sales-rep view of trust selling.
I recently had the opportunity to do a speech for the American Association of Inside Sales Professionals covering trust selling from a higher level sales managers point of view. A really key point in this presentation is around the diminishing power of the traditional sales funnel process, and the quickly increasing trend toward customer self-service selling where the prospect actually approaches the company and engages when THEY are ready, and not the other way around:
What do you think ? Is your sales funnel process rapidly producing diminishing returns ? Is it time for a new approach ?