Technology may appear to have made selling more difficult because customers can often get most of the information they think they need online and tend to make buying decisions based on what they find. Used properly, technology can help those in a sales role adapt by simplifying the process and making them more efficient and successful than ever before.
Information such as product descriptions, customer reviews, and competitive comparisons are now widely available on the web or through social networks: Buyers are using this information to form opinions and narrow buying choices long before engaging with people like you.
When buyers get to the point where they want a conversation, they expect fast responses that are perfectly tailored to their business’ needs. To respond effectively to these better informed and more demanding buyers, we need to change.