James Schramko Podcast
1120 – Why Sales Feels Harder Now (and What to Do About It) with John Blake
May 8, 2025
Join sales expert John Blake, who specializes in optimizing business sales processes, as he reveals how the sales landscape has drastically changed. He discusses the pitfalls of ghosting and stalled deals while emphasizing the need for structured sales processes. Explore the ethical side of sales and why prioritizing client care is crucial. Blake also shares the importance of mastering effective techniques and personalized engagement, alongside the challenges sales professionals face in the digital age. This conversation is a treasure trove for anyone looking to enhance their sales strategy!
58:01
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Quick takeaways
- Modern sales require personalized communication that addresses individual prospect needs rather than relying solely on generic pitches.
- Timely responses and effective communication volley between salespeople and leads are essential for warming up interested prospects.
Deep dives
Transformations in Sales Strategies
Sales strategies have evolved significantly over the years, adapting to changes in consumer behavior and technology. The traditional approach of personal interactions is now complemented by extensive online research, with around 80% of consumers conducting online inquiries before contacting a business. This shift means that salespeople must now engage with prospects who are often less motivated and more informed, necessitating a tailored approach that meets consumers at their current level of interest. Understanding that not all leads arrive as eager buyers is crucial, as it requires sales professionals to adjust their follow-up tactics to build trust and gradually increase engagement.
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