Has Selling Become Very Complex? Podcast – Focus.Com

The idea that selling has become very complex is an issue that has preyed on my grey matter for the last few years. Are we buried in a convolution of minutia? Has selling become more complex or is it just the environment? 

Throughout the four decades of my sales career that began in 1971, I have adopted new pertinent technologies that augmented and streamlined the sales process. At nearly 60, I jumped on FaceBook and Twitter ahead of my own children. So, I am not techno phobic. 

Each week there’s new terminology, lingo, catch phrases, buzz words, and the next best thing that’s going to change the world. Information is slung around like six shooters shot off by a bunch of drunken cowboys in the technology wild west. I love information and read over one dozen articles a day, but the noise level is worse than sitting next to the engine on a jet flight without noise cancelling headphones.  

Sales professionals are plagued with customers that Jill Konrath calls “Crazy busy” and I dub ADHD. Customers are armed with competitive intelligence and product information before we walk in their door. They read the same articles the sale pros are reading on how to sell better. As my friend David Brock said, “They expect to hear our pitch and try to take us out of stride when we attempt to evaluate their wants and needs.” So how do we get control? 

Does your sales process look like this?

Do we spend time social networking on Twitter, FaceBook, and LinkedIn? To blog or not to blog? Is cold calling dead? What’s the best way to prospect? Are buyers different? Has the process changed? 

We held a roundtable discussion hosted by Focus.com featuring Anthony Iannarino, Bill Binch, Eric Blumthal, Jim Keenan, and Sharon Drew Morgen on three topics:

  • What is making selling more complex today?
  • What is making sales appear more complex but should not be a factor?
  • What can sales professionals and sales leaders do to simplify the sales process?

The answers and insights were excellent and now you can download the conference and listen at your leisure:
Has Selling Become Very Complex? The Podcast

Moderator
Gary Hart , President, Sales Du Jour 

Panelists
Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
Bill Binch, SVP Sales, Marketo
Eric Blumthal, CEO, Count5 : Software for Sales Communications, Coaching & Change Mgt
Jim Keenan CEO and Founder at Socially Booked
Sharon Drew Morgen, Visionary, NY Times Best Seller, Developer of Buying Facilitation, Morgen Facilitations, Inc.