A thought provoking and I think first of its kind manifesto for B2B sales from Amplemarket who lead the field in AI powered human refined B2B sales.Â
Selling has got and is getting harder and has always suffered from a bad reputation from the classic car or double glazing salesperson role personas but I agree wholeheartedly with this manifesto.Â
It’s the reason I wrote this article and have based my own business advisory services focusing on the client’s buying journey and looking at how salespeople, working closely with the product management and marketing colleagues, can add value at every step of the buyer’s journey to build the relationship, understanding and mutual respect necessary to form a partnership helping solve complex business challenges.Â
Salespeople have always had one thing not on their side and that’s ‘time’ as they are under immense pressure to hit sales targets, often set by people with no understanding of the complex buying journeys they are trying to identify and influence, a highly competitive and constantly shifting landscape, and poorly and incorrectly configured CRM’s - which seem to get more focus from senior management and investors than where the real time should be spent analysing buying intent signals from the field and how a company’s sales process can be better aligned to add value to the customer’s own buying journey.Â
One of the most resonating and stirring films ever made highlighting the plight and often reality of sales was Glengarry Glen Ross in the 1990’s as depicted below by Blake who was sent in to stir up a demotivated sales team often depicting the false role model persona a salesperson has to deal with and one worth a watch!
His mantra was the ABC of sales - ‘Always Be Closing’ - but I think in the new world of sales this should be ‘Act on Behalf of Customers who are looking to buy’ which is where amplemarket should become the salesperson’s telescope to find and engage with the next person out in the field looking for a complex problem to be solved.
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