Death of a salesman

In the industrial economy we developed increasingly clever ways to fool innocent consumers. ‘Smoking will make you look sophisticated’, ‘People will take you seriously if you drive this car’ and so on.

In the digital economy buyers are more commercially switched on. They can read independent reviews and seek counsel from their trusted network before buying.

So when the buyer is ready to buy they will let you know.

The job of modern day business development is to boost the organisational brand by service excellence. Nobody is a greater promoter of your services than a happy customer.

Be careful to strike the right balance between service quality and sales team remuneration. In any case, in a customer-centric technology organisation everybody is in sales.