Monthly Archives: January 2013

It may not be making headlines, but there is a perfect storm brewing in 21st century sales. The conditions? Internet-savvy prospects, complex and evolving customer needs, and increasing vendor competitiveness. Combine these factors with a slow-recovering economy and the forecast could be disaster for many organizations.

Yet even with these changing conditions, the eye in the storm – where the bulk of your value is still communicated – has stayed the same. It is conversation. “Despite all automation entering the market, from smartphones to the Internet, the sales message is ultimately delivered in the sales meeting,” Forrester reports.

Getting your prospects off of Google and into the conference room, however, is not easy. Because there is no magic sales model that works for everyone, Forrester took a closer look and discovered new scenarios for sales success. In their recent white paper “Defining the 21st Century Salesperson,” they reveal the four archetypes of salespeople:
  • The Expeditor is the salesperson who sells fewer products and has customers who are limited by both budget and functionality. Forrester says, “This kind of salesperson must understand the value of the product or service and repeat a well-scripted message, tweaking it based on the situation of each buyer.”
  • The Specialist handles the consultative sell and requires a significant depth of product understanding. Customers in this scenario are usually department heads so salespeople, “… need to know all the right questions to ask and information to provide to help the customer set the right parameters…” says Forrester.
  • The Consolidator partners with their customer to quickly align many different needs with their multiple offerings. Forrester says, “This kind of sales is analytics driven, based on volume metrics, same-store sales and techniques, store placement, and similar analytics…”  Helping customers control costs is key to success.
  • The Conductor must have “… the ability to understand their client’s business in depth and design essentially a fully custom, unique product or service to meet that customer’s business needs” says Forrester. Their buyers are typically senior managers or cross-functional teams solving core business problems. The salesperson’s focus here is on value-add.

To avert disaster, sales leaders need to carefully consider the above archetypes and identify what roles will best serve their sales process. Helping with this evaluation, Forrester breaks down the emerging sales optimization practices and the value contributions to the customer for each type of seller.

It is time to ask yourself: What kind of seller are you? What type will best serve your organization? We recommend you check out “Defining the 21st Century Salesperson” for more insight. 

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A portable hard drive containing personal information of more than half a million people who received student loans has gone missing, the federal government revealed Friday.Human Resources and Skills Development Canada says the device disappeared from an HRSDC office in Gatineau, Que., in early November. via Federal agency loses data on 583,000 Canadians – Canada […]

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Will 2013 mark a breakout year for your business? Will you be filling out your application to be included in next year’s¬†MSPmentor 100¬†when we reach December? What are some of the factors that could turn 2013 into a banner year for your MSP company? MspMentor (MSP Mentor)

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