The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. HOW SALES HAS CHANGED AND WHY YOU NEED TO CHANGE WITH IT
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Jan 15, 2025 The guest shares valuable insights as a seasoned salesperson navigating the ever-evolving sales landscape post-COVID. They discuss how technology and buyer behavior have shifted sales strategies, highlighting the decline of traditional methods like email marketing. The conversation critiques aggressive selling tactics and emphasizes the importance of genuine engagement over mere numbers. Additionally, the speaker advocates for understanding customer needs and prioritizing personal growth to enhance sales effectiveness and income potential.
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Sales Warfare
- Sales is like warfare, with constant one-upmanship between selling tactics and buyer defenses.
- New sales technologies create temporary advantages, but overuse leads to ineffectiveness, like email spam.
Early Email
- Brian recalls the early days of email when addresses were hard to find and data companies didn't exist.
- Salespeople relied on phone books, highlighting how readily available information has changed sales.
Email's Decline
- Email open rates used to be much higher before overuse and marketing saturation.
- Now, buyers are bombarded with emails, making it harder for legitimate messages to stand out.