Your sales process is old and it sucks

Axel Schultze is a thought leader on social selling and community. Just read this recent post on social selling on his Xeesm blog:

Xeesm Sales Process in 2010

The sales process you follow was developed 20 years ago and it matched with the buying behavior from back then – but no longer today.

* Lead qualification is nonsense because there are not enough leads.

* Cold calling is less and less effective as nobody returns the call.

* You no longer see inquiries because prospects google their stuff.

* Email lands in spam filters and advertising is ignored

* Reference selling is old because clients find the real users of a product themselves in groups, online communities or blogs like this.

* Consultative selling is limited as you are no longer the most trusted person – nor is media or the “independent” analyst

* When a client comes to you – they know what they want and what price they are willing to pay.

via XeeSM.

No more cold calls

I am currently using the Xeesm Pro version to change up my selling and connection process for 2010.  I have first hand experience with traditional selling channels.  Whether original equipment manufacturer, distributor, rep, professional services, technical  consulting, or technical products, over the past 30 years I have sold the product or service, experienced the channel on both ends and then handled the marketing strategy as well.

I have clearly felt the change in the selling process and wondered how to counter the trend of lead generation going down – even as the marketing efforts have gone up.  It  was critical to be comfortable with traditional networking and understanding how to participate and engage with people in the important groups, not just join to get names.  Even in that scenario trade and association members are aware of this tendency, which has driven them to caution every speaker at a meeting not to do any “selling in the presentation.”

The new social  sales process recognizes the change in how the consumer/buyer educates himself before they make the first call. You must provide more value and knowledge to the relationship first.  I have seen how this process can be managed with Xeesm.com.

So over the next few months, I will report on my progress and share with you my experience on social selling with applied social media.

What action will you be taking to change up your selling process?

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