Unsettling News For Old Way Prospecting B2B
This article in FORBES may unsettle your prospecting B2B strategy.
Reading it may force you to rethink how you go about getting and keeping customers.
Prospecting B2B In The Age Of The Customer
Called 7 NEW RULES FOR PROSPECTING IN THE AGE OF THE CUSTOMER it tells of the massive shift that has taken place in the marketplace of business to business sales.
This upheaval is the relationship between buyer and seller.
Buyers no longer need you the seller in front of them to make intelligent buying decisions.
Your importance to a buyer is vastly diminished if you follow old way selling habits.
Forget prospecting for appointments.
The digital age has pushed appointment setting off the high ground it held for so many years.
Appointment setting is now a loser’s game.
Sure, face-to-face appointments matter…but their significance in the sales cycle has faded.
The importance of this dynamic for anyone in B2B sales and marketing cannot be understated.
Bottom Line: If you are prospecting for appointments you are playing a loser’s game.
Get over it. Or get yourself another job — but not in sales.
With that in mind my page on prospecting for new clients also may be worth a look.
If you want better qualified sales leads, higher conversion rates and more revenue per sales lead than is typically achieved by traditional business prospecting B2B I can help you.
Get updates on ways my Business Prospecting B2B can help your business grow —especially in this economy. Also, go here for DMA 2012 response rate reports for lead generation marketing media. Plus this Advertising Age update on B2B phone marketing.
Also, if you do nothing else today click and read this: