As like most things, our job as salespeople is changing. Pre-Internet, salespeople were the keepers of the information and prospects needed us as sources of knowledge and information. Not any more.
Now our prospects are often more knowledgeable about what we sell than we are. This means that instead of being involved early in the prospect’s buying process we’re coming in at the mid-point. Instead of us approaching them, they often approach us. It’s the new sales dynamic, Sales 2.0.
The ability to properly qualify the prospect is even more critical as we need to determine what mis-information the prospect might have dug up.
Sales 2.0 is also about relationships and the ability to leverage social networking will increase in importance.
Time are changing. Are you?