Major Changes in Buying Require Major Changes in Selling


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Last week I wrote this article and talked about how much selling has changed. But in that article, I only mentioned the need to differentiate and sell consultatively. The articles I wrote and mentioned here talk about it greater detail. But to really understand how completely sales has shifted, you absolutely must read Frank Belzer’s new book Sales Shift: How inbound marketing has turned sales upside down making it more difficult and more lucrative at the same time”.

Frank has not only written the entire story, but goes really deep and wide on the impact of social selling and how you can and should leverage tools and resources like LinkedIn, inbound marketing, blogging and more.

I’m especially excited about Frank’s book because he has worked alongside me at Kurlan & Associates since 2008 when these changes first began to take shape in a lasting way. As you know, 2008 was also the year the economy collapsed and that says a lot about Frank. Anyone who can survive a start in the sales development business during the worst economic climate in decades has to be strong.

If you want to know more about Frank’s book, there is a great interview with Frank here. If you would like to order Frank’s book – and you should – you can get it here from Amazon.

Finally – if you would like to master the art and science of managing, coaching and developing salespeople in these changing times, this is the last call for our spring Sales Leadership Intensive in Boston May 14-15. You can read about the event here and check out the testimonial videos here and here; but if you would like to attend, there isn’t much time. I recommend that you just drop me a line instead and we’ll make the arrangements for you. You’ll get to work with Frank and me and 3 other great experts on my team.

(c) Copyright 2013 Dave Kurlan

Republished with author's permission from original post.


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