Searching for Success in the Modern Sales Era? Then #DontDoNormal
#DontDoNormal. If you’ve consumed Vengreso content before, you’ve no doubt heard Mario repeat those words time and again. He’s pretty adamant about it, and as it happens, it’s for a good reason.
Throughout Mario’s 21 years in the sales industry, he’s witnessed dramatic changes to the way salespeople engage with prospects. Technology and consumer habits have shifted significantly, and companies such as Toys “R” Us, Borders and Blockbuster are no longer in business because their leadership failed to acknowledge the shifts. In other words, they remained stuck in the norm.
At Opentalk 2018, Mario spoke to B2B sales organizations about the need to react to those changes. Watch his talk in the video below or keep reading to learn more about today’s buyer, and how you can have better customer interactions as a modern seller.
Traits of the Modern Buyer & How to Engage Them in Modern Sales
Before seeking ways to improve engagement with your buyers, you need a clear understanding of who they are. We’re not referring to your buyer persona per se, but more about their common attributes. Here are the four that Mario says you must be aware of when prospecting in modern sales:
- Digitally connected.
- Mobile attached.
- Socially engaged.
- Video hungry.
Based on the above characteristics, what are you doing to engage? Mario shares these tips:
The average American has multiple digital devices and checks their phones approximately 80 times per day. In addition to email, you may wish to explore text messaging in your sales organization.
Your buyers are on social media, so find them and connect. Distributing content with thoughtful commentary on social helps to build relationships, attract new prospects, and establish credibility – sharing your opinion shows that you’re human!
Approximately 60% of executives say they prefer watching video to reading text. Use video in your marketing strategy to engage with buyers. While social media allows you to share video with many people at once, emailing personalized videos to prospects has a greater impact.
A salesperson’s job is more complex than ever before. Because buyers are independently researching online, it’s vital that sales organizations leverage the digital channels available to them.
Sales isn’t about selling anymore; it’s about helping.
As sales leaders, Mario says you have three choices when it comes to modern sales:
- Do nothing.
- Let your competition go first.
- Adapt and get help!
If you’re ready to take on number three, start with Vengreso’s 10 Steps to Launching a Digital Sales Program. Check out the in-depth explanation of each of these steps and help your team increase their chances of modern sales success! And whatever you do, #DontDoNormal!