Image From: Topo Blog
Focus on the problems you have solved, not the solutions you can provide.
Why are more and more buyers avoiding salespeople during the buying process? Sales reps, according to Forrester, tend to prioritize a sales agenda over solving a customer’s problem. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.
The answer to the shift away from reliance on outbound sales could reside in social selling, the strategy of adding social media to the sales professional’s toolbox.
Social media has become a pre-requisite for companies in today's digital era. Instead of posting the solutions your company provides, promote the success of the companies you work with. It's an unbiased, third party prospective that provides credability to your company and your solutions.
[May we suggest reading: Influencer Marketing 101]