I’ve stumbled across another interesting presentation deck on Slideshare.
This one from Ogilvy explores how the sales function in most companies needs to step up and embrace new marketing, new technology and the new world of communication, collaboration and engagement. There are also some great examples of joined up integrated thinking.
I do think there is still a place for traditional techniques in sales but we have to realise that customers are smarter, more discerning and invariably look to the Internet before shortlisting suppliers or making key capital purchases.
It needs a shift rather than a complete change in mindset, but a willingness to adapt nonetheless.