Brian Carroll of InTouch Lead Generation challenged attendees of the Sales Shebang to forget about selling and concentrate on becoming thought leaders in their field.
Today, potential buyers are really busy with a lot on their plate. They're trying to make the best decision for their company, but they don't always have the time on their own to do exhaustive research. They're also delaying meetings with sales people until the really late stages of the buying process.
For sellers, this is a problem. There's no time to nurture a potential buyer through the sales process, or even to develop trust that their product/service is the best fit for this situation.
In fact, sellers even run the risk of antagonizing their potential buyers. A friendly call to check on the buyer can easily be interpreted as pressure to buy.
Brian told attendees at the Sales Shebang that they needed to change what they know about selling.
Sellers today are more effective not when they contact someone who is ready to buy, but when they contact someone BEFORE they're ready to buy.
http://sellingtobigcompanies.blogs.com/selling/2007/11/sales-shebang-l.html
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