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And Sales Means What? Today

I never fail to be astonished by some of the hires that start-ups and entrepreneurial firms make and am shocked that they actually succeed. More and more, in examining and researching companies, I see a lot of people with the title VP of Business Development or Sales who are nothing of the sort. Loads of "content pushers" out there, highly educated and/or experienced people with not a prospecting stint to their name, and "sales" people who have no real sales experience.

I can somewhat understand experienced or highly educated people selling certain solutions, particularly if it IS a more consultative sale. But I wonder really how someone without inherent sales ability can actually be successful selling? And, what I refer to is more the extreme.

Traditional methods of sales and marketing even are definitely going by the wayside or - evolving. Prospecting and cold calls in terms of pure telemarketing don't work, but making phone calls using a higher level intelligence and solution type positioning DOES work. Press releases and other PR tactice don't work, but "managed content" through social media and other channels DOES. And so on.

Regardless, I still think sales and marketing - as a discipline - is still a discipline and is NOT something that just ANYONE can do - or do well for that matter. And multiple channels, new and old school, are still viable for developing business and growing markets.

Unfortunately also, everyone seems to be of the mindset of "NOW" - using the fastest means for achieving revenue (i.e. partner, channels, etc) without spending time really getting to KNOW the customer, market, and finding what really works for scaleable traction. Get rich quick, sell out fast, pad the pockets - but not sell, market, build, and sustain a solution.

Permalink 01/04/14 -- 04:57:01 pm, Categories: Announcements [A]
 

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