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3 Marketing Myths That Are Costing You Sales

BARCELONA, SPAIN - JANUARY 07:  A display wind...Is your company approaching marketing and sales the right way?

Misunderstanding In-Person Sales. Everyone knows a personal connection matters in sales– but few companies have grasped how technology has altered the dynamic. It used to be that salespeople were “the only repository of the information customers needed,” Baer told me. “Nothing was available via self-service, so it was almost a forced relationship.” But just as stockbrokers and travel agents found themselves supplanted by the Internet, salespeople are far less necessary early in the process: customers want to investigate for themselves online. “Salespeople don’t have the keys to knowledge unilaterally the way they used to have,” says Baer, who is also the co-author (with Amber Naslund) of The NOW Revolution: 7 Shifts to Make Your Business Faster, Smarter, and More Social. They’re still important (customers want to know and trust the people they’re buying from), but their role in the sales funnel has shifted. “People call once every other question has been answered,” says Baer, so a rudimentary understanding of your product or industry just won’t suffice. Today’s salespeople need to be experts at building relationships, inspiring trust, and keenly understanding customer needs.  Read More

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