Selling products and services to customers is the lifeblood of any organization. This is especially critical for small businesses and new entrepreneurs. Without a constant inflow of new customers, many businesses risk losing their source of revenue and profit. But has it changed? Yes, it has.
The challenge is that the traditional sales model has become mostly irrelevant. In the past, a salesperson would engage customers early in the process and help them identify and understand their problems. In today’s digital world, customers have numerous resources available to them to troubleshoot their challenges and find their own solutions. In many cases, customers have already decided on their desired solution and even the vendor they intend to use before a salesperson is even engaged.