Sales is dead, long live sales!

ifyoukeepdoingwhatyoualwaysdidTile wisdoms, after the famous old Dutch Delfts Blauw tiles with lines of thought, we call them. Phrases like ‘if you keep doing what you always did, you keep getting what you always got’. Which would be great, if you were an athletic, bespoke, wealthy, healthy, and most of all lucky man, or woman, by accomplishment. But most of us, including humble old me, is not (nearly) there yet, although most of the times I consider myself, to a reasonable extent, one or more of the above. But there’s plenty of room for improvement left.

To improve or not to improve

Sometimes there’s room for improvement because you’re simply not up there with the best yet, sometimes there is room, or even a necessity, to improve because of a market shift, or evolution, or, come the internet, a revolution.

And there you are, with your nice suit, big talks and lots of noise. Representative of old Sales glory gone-by. Doing what you always did, but not getting close to what you used to get.

So one day you’ll wake up feeling disillusioned and confused because somewhere along the way you lost your Midas touch, and the only thing you can do is once again dry clean your suit, talk bigger and make some more noise.

Or you reinvent the way you organise your sales activities. But beware of the changes: this doesn’t mean that sales has become more easy, it surely hasn’t. In fact, Sales has become far more challenging. It’s not the strongest, nor the fittest, but the one most able to adapt to circumstances who will survive. And you’re not alone, we still have our products and/or services. And a good product or service will always sell itself, doesn’t it? In the upcoming period I’ll be posting various articles on this subject.

About the author

Over the past few years Walter van der Scheer has been evangelizing marketing automation to advertising agencies, e-commerce companies and co-workers alike and has been building a team of determined sales professionals. He has made progress, but the road ahead is still very long. Walter shares his personal experiences and challenges along the road of changing the way that marketing is done, while trying to stick to the strategically chosen path.

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