With all of our recent talk about sales enablement, a question has to be cropping up: How is sales enablement any different from inbound selling? That's what I'm going to clarify here.
With all of our recent talk about sales enablement, a question has to be cropping up: How is sales enablement any different from inbound selling? That's what I'm going to clarify here.
What would marketing be without its counterpart, selling? The answer is that it would be pretty much pointless. Why get leads if you can’t close them into customers? So how do you as a salesperson close leads into customers in this internet age where we all do so much research and relationship building online?
They say the only constant in life is change. This couldn't feel more accurate than at this point in my life and is probably truthful for most people reading this post. I remember recently telling someone I'm so used to change that it actually doesn't even phase me anymore. When I log into different systems and it all looks different from the day before, it's more expected than a surprise. I just simply have to quickly figure the changes out and move on.
In the Age of the Internet, video is king. When was the last time you just had to check out that “viral essay” everyone was reading? Never. But a viral video? You’ve seen hundreds of them by now. If you want to reach a broad audience, a video is the best way to do it.
I just returned from Inbound 2015, where over 10,000 inbound evangelists gathered to talk agency, sales, and marketing. I'm a bit of a conference cynic so I was a little skeptical about how much actual value I would gather that would help DMD and its clients grow, but I have to say...Good stuff!
The way we sell has changed.
Sales used to be ruled by people who were seen as being naturally good with people. People who were good at schmoozing and getting their prospects to like them in order to buy their product or service. The way reps prospected for clients was totally different. There were much more prevalent direct marketing and sales methods, such as door-to-door and cold calling. And after a sale, there might not be much interaction besides the occasional "checking in." To quote Roger Sterling from Mad Men, the series based on the advertising industry in the 1960s, "The day you sign a client is the day you start losing them." That was the old mentality.
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