Being a salesperson means you must understand the type of people you are selling to. You should also bear in mind that every segment that you target is unique. Catering to their expectations involves an acute understanding of their generational mindsets. Irrespective of the industry, with every generation – the customer’s mentality evolves. Their awareness levels, their purchasing intents, and their service expectations go through a sea of changes.
There’s a dirty little secret in customer relationship management (CRM) that nobody wants to talk about. Sure, CRM systems are great in theory for improving forecast accuracy, speeding deal cycles, and reducing selling costs. But the dirty little secret of CRM is, outside of call centers, sales reps are not using the systems. There are many reasons why this is the case.
If you have not glanced at an article about closing a sale in the digital age, over the past 24 hours – pat yourself on the back. You may have discovered the end of the Internet rainbow; swam past the Bermuda triangle of reminders on everything is connected, digitally.