Stop Selling like it is 1985

Sales management needs to develop new strategies, techniques, and training to bring the organization’s sales and marketing system into the 21st century. Many firms and individuals still sell using methods from the last century. Here is a comparison of traditional selling versus 21st-century selling.

Traditional Selling Modern Selling
Typical 1960s-80s selling, and still found today. Essential to sustain successful business today.
Standard product Customized, flexible, tailored product and service
Sales function performed by a ‘salesperson’ Sales function performed by a ‘strategic business manager’
Seller has product knowledge Seller has strategic knowledge of customer’s marketplace and knows all implications and opportunities resulting from product/service supply relating to customer’s market-place
Delivery service and supporting information and training are typically value-aspects of supply Strategic interpretation of the customer organization’s market opportunities and Assistance with project evaluation and decision-making are added value aspects of supply
Value is represented and judged according to selling price Value is assessed according to the cost to the customer, plus non-financial implications with respect to CSR (corporate social responsibility), environment, ethics, and corporate culture
The benefits and competitive strengths of the products or service are almost entirely tangible, and intangibles are rarely considered or emphasized The benefits and competitive strengths of the product or service now include many significant intangibles, and the onus is on the selling organization to quantify their value


Recent Posts

10 Words not to use in marketing and sales

PR Guru Adam Schiff studied hundreds of thousands of websites with the purpose of discovering their unique value proposition. His conclusion was that buzzwords do not improve marketing, they worsen it. Prospects get negatively triggered by buzz words and view the offering less favorably. Here are the ten words not to use in marketing and sales: # 1.... Read more →

Let’s Talk

More sales. Less Stress.

Stop taking time away from your business to do sales management. We fix and manage your sales team for maximum results with minimal investment.