Avoid Using an Obsolete Sales Approach
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Transcript of Avoid Using an Obsolete Sales Approach
© SurePayroll, Inc. 2014
Avoid Using an Obsolete Sales
Approach
A Look at the ChangingSales Landscape
A Walk Down the Sales Aisle
Let’s take a look at how the sales approaches have progressed over the years. Are you still using outdated methods?
Pre-1980
Sales – An Evolution
Field Sales • Lead generation - cold calls, door-to-door,
direct mail, catalogs
• Face-to-face - walk, drive or fly
• 2-3 contacts per day “in the field" the standard
• Qualify, present the product in person
• Close sales, pick-up purchase orders
• Phone, mail, walk in sales orders
Inside Sales • Repeat orders
• Customer service functions
Pre-1980
1980
Sales – An Evolution
What Changed?
Field Sales
• Cell phone in a bag introduced
Inside Sales
• Telemarketing – appointment setting
1980
1990
Sales – An Evolution
What Changed?Field Sales
• Businesses adopt email for B2B communications
• Fax, email orders and correspondence
Inside Sales
• New accounts and repeat orders
• Team selling with field reps
1990
2000-2013
Sales – An Evolution
• Lead generation activities move to web:• Search engine marketing – SEM
• Search engine optimization – SEO
• Online search becomes the key to find products and generate the most leads
• Presentations begin to migrate to slide decks emailed in advanced, meetings are conducted via phone conference calls and virtual meetings
• Inside sales increasingly assumes the lead role in B2B new account acquisition and account management
2000-2013
Inside Sales Advantages
No need to trudge through rain, sleet, snow and 105 degrees!
Customer contact increases:• Field sellers are typically required
to have 2-3 appointments a day.
• Inside sales can have from 5-6 online demos a day to 80 callsper day.
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