Moore’s Law Now Applies To B2B Selling: Are You Ready?

Posted by bloggertone under Sales
From http://bloggertone.com 4922 days ago

Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do with selling. Well, quite a lot as it turns out.

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Comments

Written by nialldevitt
4922 days ago

Great post John, sellers, sales departments and sales mangers can choose to fight or embrace what's happening.

I agree with Adam below that many selling fundamentals remain but the sales/buying process has changed, with both now less obviously defined as before. For instance, a sales manager may read your blog above and the points will resonate because he or she is experiencing the difficulties mentioned. The comments feature of this blog or even LinkedIn or Twitter will allow them to start a conversation (buying process) with you here or elsewhere.

What sales people have got to remember is that the online and offline worlds are now merged and dependent on each other. Choose to only operate in one and you place a severe limitation on yourself.

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Written by m4bmarketing
4922 days ago

It is an interesting article and Adam brought up good points. I would add one if the problems is in the B2B field and with small businesses they develop the products or services on what they can offer rather than figuring out the needs and desires and then developing services or products. Just relying on communication is too hard.

Susan

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Written by Adam_Gottlieb
4922 days ago

Very interesting post, John

My non-marketing expert opinion on all of this:

There's an information overload going on affecting not only buyers in large-scale corporations, but also small business owners and consumers. The only real way to handle the deluge of facts, figures, images, video, sounds, etc is to shut it all out.

Aside from the points you mentioned in your post, this is a big part of the reason why sellers are struggling to command the attention of potential buyers- they have to keep figuring out ways to make their message stand out, to break through the natural apathy and numbness that quickly follows two steps behind the most successful, striking, and poignant marketing strategies.

As much as a seller may need to be in touch with the current, ever-changing state of the buy-sell relationship, don't forget the selling fundamentals! In a sea of those who are screaming to get their message heard, a seller's calm, sincere, and deliberate approach may actually stand out as a breath of fresh air.

Adam

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