Changes in sales

Sales in the 1990s - 

The salesperson picks up the phone & cold calls a printed list of leads. 

Data of varying quality.

He makes appointments.

He attends meetings. 

He closes business.

No email 

No social media 

No tech stack (aside from an office phone)

Sales in 2023 - 

SDR prospects through various channels including phone, email, social media, video messaging, voice notes, GIFs.

Multiple tech stacks, requiring a PhD in computer science. 

SDR also posts on social media, develops a 'personal brand', comments on the posts of prospects & worships the algorithm like a God. 

Sets up meetings for the AE.

KPI = meetings booked (regardless of quality)

-----------------------

AE then runs the meetings, of varying quality from the SDR. 

Often a disconnect. 

Buyers confused by multiple touch points.

All AEs are not born equal. 

Some jump straight into a demo & product pitch (thereby ruining the hard work of the SDR) whilst others are thorough & lead with problems.

AE also plugged into multiple tech stacks & social media presence...cultivating a personal brand. 

KPI = closed business

The number of B2B salespeople hitting target at an all time low. 

Over 70% of buyer's now prefer a rep-free process.

Wasn't tech meant to make our lives easier?

#sales #tech #selling