The interesting and good news about selling in 2021...
Of course, there are lots of negatives, like mine of sitting in an office online most of the day and giving up my daily 5:00AM workouts in Boston-integral both to my health and not surprisingly to business while working out with business friends. Mr. Peloton down in the NH basement, next to the furnace, is a pretty good alternative, but it just ain't the same...and I have yet to receive even one prospect referral from Mr. Peloton.
So, every Wednesday night around 5:00, I pack up the trusty Subaru Outback and begin the three hour trip to the Vermont house to work there (or here this particular morning) for a couple of days. Last spring, I did the trip because of all of the VT house construction going on, but in reality, I just needed a fundamental change in my location in order to work from somewhere "different".
The Homestead team up the road a piece, who do the plowing and shoveling are just excellent for everything they do and especially in the big winta' snow (14 inches last week; 15 this Monday). This leaves me with the opportunity to do "clean up" with Big Red. Good for my head and best for my much-needed exercise walking 15,000 steps pushing, pulling, and often shouting at Big Red.
Exactly the same as in today's very successful "Science of Sales" processes. Those individuals who are still hanging on to "the art of relationship selling" or even the 30 year old practices of "solution selling" are, of course, very solid salespeople. It just takes them longer to get to the end point of closing deals. More importantly, our findings are that those types of antiquated sales processes are not the way that most buyers want to be sold today. Data shows that buyers didn't want to be sold that way back in "the old days" of 2019, and now the requirements of selling in a Covid and in a post-Covid world have simply forced this change. No one is going to go back to pre-Covid sales practices that wasted time and did not quickly get to demonstrating customer value.
Those sales leaders who have adopted formal sales processes using the best tools of "Value Selling" and much more effective, easier-to-use CRM technologies like Hubspot are not only getting to the end point more efficiently, they are now aligned with sales and marketing processes that reflect the way their buyers want to be sold.
For a few ideas as to how we view the Science of Sales world in 2021, just click here.
That click will bring you to the top of our "Sales Tools Page", and the article is right there. Just click on it, and you will have it without a download. Not suggesting that our concepts will work for everyone; it's just our view of what the selling world will be this year !
HAVE A GREAT DAY SELLING & A RELAXING WEEKEND!
If at any time, you have a need for a confidential sounding board for Sales, just connect with me at any time. Text or email me, and I'll quickly set up a call. I'm a pretty good listener.
Obviously, no cost for a call or two; just an opportunity to listen intently and make a few recommendations based on decades of experience.