There’s A Whole New Playing Field In Sales

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were using the telephone found that because they were working at home and not driving as much, they could double up on their prospecting compared to the year before.

A year ago, prospecting consistently was the most important thing that you could do. And today, it is still the most important thing that you can do because the pipe is life. The number one reason why people fail in sales is that they fail to prospect. It’s just that simple.

We’ve been through a lot this year. But as we start looking to the future, as salespeople we’ve got to think, “How do we future-proof ourselves?”

The one thing that is absolutely true about the last year malaysia telegram data is that we compressed about 10 years’ worth of innovation into a period of about 12 months. Salespeople everywhere woke up to a new playing field.

This playing field was being driven primarily by buyers because buyers had changed. The new playing field was, “I’m not going in person, I’m going to be on a video. I’ve got to learn how to leverage an omnichannel approach for connecting with my customers and moving deals through my pipeline.”

What top sales professionals discovered over the last year is something called blending.

How To Win With Blending
Blending is choosing the communication channel at any given point in the sales process that gives you the highest probability of achieving your sales outcome at the lowest cost of time, energy, and money. This is the formula for the future: choosing the communication channel that gives you the highest probability of getting the outcome that you desire, at any given place in the sales process, with any given customer, at the lowest cost of time, energy, and money.