Deep winter on the farm is a time for serious reflection and planning for changes certain to visit in the year to come. Have you had a heart-to-heart talk with yourself and your team about specific steps to navigate the turbulence ahead? Here’s a ‘cheerful’ thought to get started. First and foremost:
“Selling as we learned it is stone cold dead!

In complex business-to-business selling processes, buyers are rewriting the rules of their buying process. Today’s instantaneous access to a stunning online array of information and resources ranging from brochures to portals to Web 2.0 social media - means buyers can quietly and efficiently self-educate and autonomously direct the pace, direction, and timing of the buying (not selling) process.

For companies accustomed to relying on trained sales professionals to act as trusted advisors and guide buyers through a defined, structured process from the very inception of the sales opportunity - these changes are predictably disruptive on a massive scale.

In this virtual marketing environment, a savvy sales rep can no longer just read the room.”Steven Woods. Author, ‘Digital Body Language”