Now, more than ever before, prospects already know a lot about your products (and your competitors’) before you talk to them for the first time. It’s changing the landscape, and the approach of sales professionals.
Even the best B2B salespeople will tell you that most of their efforts to reach prospects and customers end in failure. Business today moves at warp speed, and busy decision makers often ignore all but the most urgent calls and emails. “I can’t believe how much time I waste every day talking to voice mail” is a nearly universal complaint.
When people feel like they're being sold, they react negatively and put up barriers. Focus on helping your prospects achieve their business, professional and personal objectives – not on making a sale.
The Internet has done wonders for helping professionals find and network with each other. Tools like ZoomInfo make it easier than ever to find prospects and get hard-to-find details. New mobile technology plays a similar role. An app called “CanWeNetwork”