Has The Profession Of Selling Changed?

by Paul Castain on May 5, 2012

I was recently asked by one of my readers if I thought that our profession in sales has changed.

My answer is both a quick “No” and a resounding all caps “HELL YES!”

No in the sense that the idea of assessing and identifying needs, presenting solutions, gaining commitment etc have always been a part of the deal and most probably always will.

But that’s where all of this becomes very dangerous!


Because we’re actually asking the wrong question!

In this week’s podcast, we’re jumping headfirst into this debate and I’ll offer several areas that you need to understand with regard to  HOW things have changed!

Download this episode (right click and save)

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  • Brian

    I’ve bought in a while back but leadership is very “old school” and has been impossible to get off center. The sales team knows the landscape has changed, but with little to no support its a bit demoralizing. They just tell us to call more and go do “drop bys”. Ancient advice to say the least. Are there some things we can go and do on our own that would get us aligned with the new buying environment? I know blogging will come up, but again we are on our own on this and this much easier said than done.

    Thanks, P Cizzle :-)


  • http://yoursalesplaybook.com paulcastain

    This was a very difficult podcast for me to do Brian.

    This is an involved topic and I felt that doing a podcast with both the “identifying the challenges” side as well as “offering remedies” might take away from the importance of each . . . more importantly, it could have easily become 60 minute podcast :)

    That wasn’t the difficult part. The difficult part was that I wanted immediately tell everyone “Here are a few things you can do” but I don’t want to give everyone an easy out.

    I’d like for this to be thought about by everyone reading this. I want everyone to bring this into their team meetings and ask the question . . . 

    In what ways can we navigate this landscape?

    In part two of this podcast we’ll talk about several things that people can do that go beyond blogging and creating content. One disclaimer: I would be doing everyone a huge disservice if I didn’t at least mention those things.

    Meanwhile, thanks for taking the time to listen to today’s podcast and taking the time to comment.

  • http://twitter.com/elizabeth_bpi Elizabeth Stewart

    More awesome stuff! I am one of the guilty ones of having my smartphone in hand at ALL times. I am a marketer’s dream. ha!

  • http://yoursalesplaybook.com paulcastain

    Me too Elizabeth . . . let’s start some kind of 12 step program for this!


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