Post by account_disabled on Nov 23, 2023 7:14:39 GMT
The 9/11 attacks created a global culture of suspicion and reluctance, impacting consumer behavior. Additionally, the economic meltdown 2008 eroded trust in legislatures and corporate governance. This era saw the rise of the internet, with Google being born, putting the world at consumers’ fingertips. Salespeople were now expected to cater to the consumers’ needs, and customer service became a pivotal aspect of selling. With increased access to information, consumers took control of their purchasing decisions. The prevailing sentiment among consumers was, “When we are ready to start the process of buying, we will find you.
Until then, don’t call me, I’ll call you.” 2010s and Beyond: The Age of Expert Positioning In the 2010s and beyond, we entered the Age of Expert Positioning. Content marketing and consumer empowerment defined this era. Consumers had unprecedented access to information and research, with over 70% of their Phone Number List buying decisions made before engaging with a salesperson. Salespeople had to transform into niche experts and demonstrate their expertise without a hard sell. Consumers expect education and value before making a purchase decision. Strategies shifted towards joining online communities and creating valuable content. The customer’s reaction became, “When I’m ready to make a purchase, I will contact you.
‘Til then, keep us coming back!“ What’s Next? The evolution of salespeople over the decades reflects the ever-changing dynamics of the sales and marketing landscape. From the age of barter to the age of expert positioning, salespeople have adapted and evolved to meet the needs and expectations of consumers in each era. In today’s digital age, where consumers have access to a wealth of information, salespeople have transformed into educators and trusted advisors, emphasizing the importance of providing value and expertise. As we move forward, the salesperson’s role continues to evolve, shaped by emerging technologies and shifting consumer behaviors. Sales coach Bill Caskey helped us detail the evolution, describing the economy, tactics, consumer attitude, strategy, and reaction. Evolution of a Salesperson Douglas Karr Douglas Karr Douglas Karr is the founder of the Martech Zone and CEO of DK New Media. Douglas has helped dozens of successful MarTech startups, has assisted in the due diligence of over $5 bil in Martech acquisitions and investments, and continues to assist companies in implementing and automating their sales and marketing strategies. Douglas is an internationally recognized digital transformation and MarTech expert and speaker.
Until then, don’t call me, I’ll call you.” 2010s and Beyond: The Age of Expert Positioning In the 2010s and beyond, we entered the Age of Expert Positioning. Content marketing and consumer empowerment defined this era. Consumers had unprecedented access to information and research, with over 70% of their Phone Number List buying decisions made before engaging with a salesperson. Salespeople had to transform into niche experts and demonstrate their expertise without a hard sell. Consumers expect education and value before making a purchase decision. Strategies shifted towards joining online communities and creating valuable content. The customer’s reaction became, “When I’m ready to make a purchase, I will contact you.
‘Til then, keep us coming back!“ What’s Next? The evolution of salespeople over the decades reflects the ever-changing dynamics of the sales and marketing landscape. From the age of barter to the age of expert positioning, salespeople have adapted and evolved to meet the needs and expectations of consumers in each era. In today’s digital age, where consumers have access to a wealth of information, salespeople have transformed into educators and trusted advisors, emphasizing the importance of providing value and expertise. As we move forward, the salesperson’s role continues to evolve, shaped by emerging technologies and shifting consumer behaviors. Sales coach Bill Caskey helped us detail the evolution, describing the economy, tactics, consumer attitude, strategy, and reaction. Evolution of a Salesperson Douglas Karr Douglas Karr Douglas Karr is the founder of the Martech Zone and CEO of DK New Media. Douglas has helped dozens of successful MarTech startups, has assisted in the due diligence of over $5 bil in Martech acquisitions and investments, and continues to assist companies in implementing and automating their sales and marketing strategies. Douglas is an internationally recognized digital transformation and MarTech expert and speaker.