Comments on: How Do You Look To Your Prospects?

By: Miles Austin

Miles Austin — Mon, 26 Oct 2009 19:49:00 +0000

Josh, you got the gist of it. Previous sales strategy focused on sales finding customers but now successful sales organizations are realizing that customers are seeking them. What is important to realize is that there is now an opportunity to engage into the conversation stream much earlier than before. It is possible that by the time the salesmaker identifies and contacts the prospective customer, they have already been eliminated. I am simply suggesting that if you are in a sales role, that you need to accept the fact that customers are using web tools to research and select you as much as you are using the same tools to identify and select them.

By: Josh Davis

Josh Davis — Sat, 24 Oct 2009 20:57:28 +0000

Hey Miles we met at the Chris Brogan event. Great article! Very interesting so basically your saying that the semantics web is going to be able to pre-qualify our own needs for us and help source where to buy products or services. So producers need to start putting themselves out there where they can be found and pre-qualified, not pre-qualify their leads? Wow producers are going to have to become value centric, find new ways to create value for their products. Makes me think of a conversation I was having this morning with one of my developers about the “experience economy.” Thanks for the article, very thought provoking.

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