I was ready to scream!
When I read about how sales has evolved to be buyer-centric and relationship-driven, I was ready to scream. Good salespeople have always approached sales this way. Buyer-centric sales is NOT a new strategy. But it has become an increasingly rare one.
“The balance of power in a sales relationship has shifted toward the buyer. Salespeople are getting rid of their pushy sales tactics in exchange for a more personalized conversation with potential buyers, and buyers are looking for a trusted advisor who builds relationships and brings value.”
Can you believe this? I didn’t make this up. It’s actually research from Salesforce.
The cold emails, voicemails, and LinkedIn messages have become an epidemic. If salespeople have actually gotten rid of their pushy sales tactics, I must be living in an alternate universe. Instead, it seems to me that the average seller is moving further away from buyer-centric sales. Relationship-driven selling has become old-school, and it’s past time to bring it back.
What’s your perspective? Please comment here.
Let me be clear: It’s not the salesperson’s fault. It’s the fault of management. Reps have goals for the number of “dials” they’re expected to make, so that’s what they do. If sales organizations don’t invest in building the skills of their salespeople to sell the “new” old way, then nothing will change.
Reps aren’t making quota. Shouldn’t that be a sign that something must change? It’s a sad commentary on the state of sales today.
It seems to me that Salesforce’s trend prediction is wishful thinking, but I sure wish it wasn’t. Maybe it’s time for sales leaders to turn buyer-centric sales into a real trend … again.
Let’s hear your opinion. Please contribute to the discussion.