You know – where prospects are less likely to answer their phones, return calls or respond to emails and your salespeople are more likely to encounter resistance when they do.
You know – where your prospects invite your salespeople way later in their buying processes because information about you, your products and services previously available by salespeople is now readily available on-line.
You know – where all the new leads from inbound marketing efforts require a radically different sales approach because prospects suddenly have different expectations of salespeople.
Customer 2.0 is here to stay. Thankfully, all of you still need salespeople, and because people still sell to people, you always will. But because of Customer 2.0, the present quality of sales candidates has worsened and you’ll need new means and methods that tell you in advance whether…
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