A funny thing happened to B2B sales over the last little while. Technology displaced conversation about sales. For certain, there was a lot of talk about the internet, social media, automation, and the merging of sales with marketing, with commerce finding a channel in many new communication mediums and the leveraging of technologies. And a lot of transactions have occurred, and a lot of money has changed hands in exchange for value (or something like it).While all of this hoopla about technology, salesmanship has mostly been ignored, thought by some to have been replaced by new channels, with salesmanship increasingly less important (with some Henny Penny’s suggesting the end times are near).This is one man’s view, but more and more sales organizations are coming to realize that the value of salesmanship and the need to create new opportunities, the promise of technology and new media being unfulfilled despite their time and effort. These same organizations are also finding that not only have they lost the ability to create opportunities, they’ve also lost a good deal of their ability to win them.The internet was supposed to be the new sales channel. Social media was supposed to cause prospects to beat a path to your door, creating more opportunities with far less effort—and fewer sales resources. For all the attention social selling generated, there is not a whisper about it now. Automation, which was supposed to return time to salespeople, has mostly been leveraged to send an email to nurture relationships, missing the fact that nurturing cannot be automated because it is personal and requires caring. The toolkit that allows salespeople to market themselves as a brand is exceptional, but that has proven difficult to scale across a sales force (while being much easier for content creators).Now, the conversation is turning back to fundamentals, like prospecting, like the telephone, like effectiveness. It’s turning to building salespeople who can create value for clients and who can create opportunities and build a pipeline, the number one topic I have heard for more than a year (missed numbers, no hedge against the unforeseen and the unforeseeable, and slow progress in turning things around).Sales is the new sales, and salesmanship is back in style. Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now
Don’t miss out on the latest news and information. MOST READ Globe Business launches leading cloud-enabled and hardware-agnostic conferencing platform in PH “My teammates were just trying to find me cause I was hot I just had to keep shooting. They just happened to fall in,” he said as he went on a perfect 3-of-3 sniping from threes.Expected to take a bigger responsibility for the Falcons this upcoming collegiate season, Espeleta isn’t putting much pressure on himself or to even fill up the absence left by Manganti as he hopes to continue being a part of something great under the tutelage of Pumaren.“We know what were capable of doing. All of us are just looking to contribute every night,” he said. “There’s no star player. We’re just playing as a team.”ADVERTISEMENT NEXT BLOCK ASIA 2.0 introduces GURUS AWARDS to recognize and reward industry influencers Read Next For the complete collegiate sports coverage including scores, schedules and stories, visit Inquirer Varsity. Typhoon Kammuri accelerates, gains strength en route to PH Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles00:50Trending Articles01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City The Fil-Am swingman on Tuesday showed a glimpse of what he can do, lighting up for Akari-Adamson with 19 points in the first quarter in the team’s 98-92 victory over Go for Gold in the 2018 PBA D-League Aspirants’ Cup.Given the keys to the starting role, Espeleta made Pumaren look like a genius, leading his crew with 24 points, on an efficient 8-of-11 shooting from the field, while also grabbing five rebounds and two steals.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch run Win-win situation for Macaraya as CEU, San Sebastian thrive in D-League 2 ‘newbie’ drug pushers fall in Lucena sting Slow and steady hope for near-extinct Bangladesh tortoises AFP official booed out of forum Brace for potentially devastating typhoon approaching PH – NDRRMC SPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutout“The first time I took over Adamson, I really felt that he has a lot of potential. He has the PBA potential, but he just has to be in a better shape,” remarked the Falcons coach.The 21-year-old, though, shrugged off the praise and noted that his early explosion wouldn’t be possible if not for his teammates helping him as Akari-Adamson rode his blistering hands early. John Lloyd Cruz a dashing guest at Vhong Navarro’s wedding LATEST STORIES PBA IMAGESIt seems like coach Franz Pumaren didn’t really need much time to find a replacement for Sean Manganti.Left looking for someone to plug in the small forward position left by the senior high-flyer, Pumaren may have stumbled upon a gem in Jonathan Espeleta with the incoming third year ashowing signs of promise.ADVERTISEMENT View comments
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