Posted under Sales
from http://thesalesblog.com 29 days ago

If you’re still approaching sales in the same way it was done 30, 20, or even 10 years ago, you won’t be successful. To understand how it has changed, let’s back way up and take a big picture, generational view.

1st Generation

Let’s go back 50 – 100,000 years. You need to survive, so you need to prospect and find people with whom to trade goods. You needed a story to tell, and you’re going to have to ask for a commitment to exchange goods. Those are first level sales skills. You still need them, but they’ve been around for a long, long time.

2nd Generation

Next, fast forward to the Industrial Age, where we see massive disruption due to mass production. Now, you need to differentiate your offering. It is what GM did so successfully against Ford. Instead of Ford’s “You can ...

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