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Channel Marketing • Sales Enablement • VAR/Distributor
During a recent conversation with a valued client whose job role is Vice President of Sales Enablement, she shared with me some of the challenges her organization is facing as it transforms to be more customer-centric. She said, “Sometimes I think my job should be called ‘VP of Internal Selling.’”
How true. While many of us may not be quota-carrying salespeople, we are all in the business of helping our peers and colleagues visualize a better outcome through our ideas and perspectives. In fact, in Daniel Pink’s newest book, To Sell Is Human, Pink explains that each of us spends 40% of our business time in “non-sales selling” activities, such as persuading and pitching to a variety of audiences.
Pink reminds us that, “Like it or not, we’re all in sales now.” That’s an interesting perspective reversal from the notion that selling is a dying art and that salespeople will eventually become extinct. In fact, between 2000 and today—when online commerce was supposed to show signs of a decreased need for salespeople—the total number of sales jobs actually increased across the US. And, two million more new sales jobs are expected by 2020.
To Sell Is Human is an interesting and validating read that reinforces the fact that, as sales enablement professionals, our jobs have never been more visible—or more important. It is also true, however, that salespeople must be relevant in their interactions with customers, or they will not survive in today’s competitive, self-service climate.
Every client we serve is laser focused on solving the sales enablement challenge by building better tools and resources to support seller and buyer journeys. Those most successful have integrated marketing, thought leadership, and campaign strategies into their sales toolsets in a way that supports truly unique and differentiated interactions with customers using messages that are consistent and unified.
Stay tuned for the upcoming webinar on our Thoughtful Selling™ model, which provides a framework and system for creating truly unique and differentiated value conversations for salespeople.
Jody Canavan is Owner of Launch International. Jody uses her experience in marketing and messaging at Launch International to define and build sales enablement programs that produce results. To read all blogs published by Launch International click here.VN:R_U [1.9.7_1111]Sales Enablement: A Bright Future,
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