The Human Element of Selling: Sales 2.0 Report

You might expect that a lot of conversation at a sales and technology conference would be about technology and tools. But we’ve heard a lot this morning about the human element of selling. Namely: The way sales professionals interact with customers is where the future of selling lies. Here are some highlights from Gschwandtner’s keynote:

  • By a show of hands, about a dozen people among the 500-plus crowd at the conference professed to be in sales operations. Gschwandtner said: “You are in an enviable position; you are the first ones to diagnose where the pain points are. During the recession, companies and customers experienced a lot of pain. We need to shift from pain points to gain points. Look at big picture. Ask: how can we grow the sales function and process?”
  • The architecture of the successful sales organization will be customer-centric, where *everyone* (not just sales folks) in the company takes responsibility for the customer experience. Sales success is customer success.
  • Customer engagement is not “yelling at customers” but delivering content that “catches” your customer. We need to move from “me” to “we” mentality.
  • Content catches customers. Curation trumps individual creation. Quote other people and refer to others, not just your own content.

About Lisa

Editorial Director at SellingPower.com.
This entry was posted in Conference Sessions, Conference Speakers and tagged , , . Bookmark the permalink.

Leave a Reply

Your email address will not be published. Required fields are marked *

*