{"id":18223,"date":"2020-03-25T15:09:02","date_gmt":"2020-03-25T15:09:02","guid":{"rendered":"https:\/\/perpetos.com\/?p=18223"},"modified":"2022-06-24T07:15:26","modified_gmt":"2022-06-24T07:15:26","slug":"are-your-salespeople-like-talking-brochures","status":"publish","type":"post","link":"https:\/\/perpetos.com\/en\/sales-performance\/are-your-salespeople-like-talking-brochures\/","title":{"rendered":"Are your salespeople like talking brochures?"},"content":{"rendered":"\n<p><em>Customers\u2019 buying behaviour has changed considerably in the past few years. How can companies respond  to this challenge? How do you organise sales in a digital world? Are  you still sending your salespeople out like talking brochures, or will  you take action? And how? A diagnosis.&nbsp;<\/em>&nbsp;<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2>Time for a sales reboot&nbsp;<\/h2>\n\n\n\n<p>Since  2012, the results of a multitude of studies about the changing buying  behaviour of customers have been published. However, many companies only  take action when the impact really becomes painful. And it\u2019s often too late by then. It is therefore advisable to take action proactively. But can you motivate people and organise your sales in such a manner that the transition can take place in a timely and painless manner?\u00a0\u00a0<\/p>\n\n\n\n<div class=\"cta-box-inline-wrap\"><div class=\"cta-box-inline\"><a href=\"https:\/\/perpetos.com\/en\/webinar\/targets-that-motivate-sales\/\" target=\"_blank\" rel=\"noopener\">Watch Webinar &#8211; <strong>Targets that Motivate Sales<\/strong><\/a><\/div><\/div>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2>Avoid a reaction that is either too soft or too hard&nbsp;<\/h2>\n\n\n\n<p>There are two ways to react to the reality of changing buying behaviour.&nbsp;&nbsp;<\/p>\n\n\n\n<ul><li>&nbsp;(Too) many companies continue to assure their clients that with some adjustments, the <strong>existing commercial solutions<\/strong>\n are immune to the changes. Unfortunately, the sales pipeline is like \nthe arteries in our body. If we do not adopt a healthy lifestyle, they \nslowly get clogged up. The consequences in the long term are disastrous. Holding on to old habits is not the solution.&nbsp;&nbsp;<\/li><li>Others call for a revolution. The world is no longer the same, which is why a <strong>drastic transformation<\/strong> of sales is required. We have to\n start over! That means completely redesigning the processes and systems\n and preparing for the future! That may be so, but\u2026 intrusive action \noften triggers a shock effect, which in turn has serious consequences.&nbsp;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2>Opt for the human approach!&nbsp;&nbsp;<\/h2>\n\n\n\n<p>How can you react to the constantly changing world? Doing nothing is not an option. Starting all over again is not the right solution, either. Actually, the answer is simple: we have to evolve together with our customers. Selling is and will always be a <em>people business<\/em>,\n even online. The impact we are noticing with our customers and \nprospects shows that the changes are real. It is therefore necessary to <strong>develop a change process<\/strong> as soon as possible<strong>.<\/strong> This way, the changes can be implemented <strong>gradually and on a human scale.<\/strong> Without disruptions or all too radical actions.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2>Toward a new role for salespeople&nbsp;&nbsp;<\/h2>\n\n\n\n<p>All change processes are based on insights.\n Customers are still overwhelmed by salespeople who are sent out by \ntheir employers like some sort of talking brochures, although they don&#8217;t\n care about salespeople bombarding them with arguments and the benefits \nof the products they try to sell. Some consultants take advantage\n of this fact by stating that salespeople will disappear altogether. \nNothing could be further from the truth, but it is true that the role of\n salespeople is changing drastically.&nbsp;&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-quote\"><p><em>60% of the sales opportunities come to nothing because the customer does not buy or does not change suppliers.&nbsp;<\/em>&nbsp;<\/p><\/blockquote>\n\n\n\n<p>The <strong>sales cycles have become 22% longer<\/strong> since 2012 and your biggest competitor is no longer your direct competitor, but customers who do &#8220;nothing&#8221;.&nbsp; Recent research has shown that up to 60% of the opportunities are simply closed in CRM because the customer doesn&#8217;t buy anything or is not willing to change suppliers. You can imagine the impact on the sales cost.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2>Sales are needed as long as you:&nbsp;&nbsp;<\/h2>\n\n\n\n<ul><li>\u2026 incorporate the right <strong>mix of digital and human touchpoints <\/strong>in  the entire buying cycle of the customer. This depends on the complexity  of the product or service you offer, but mainly on the impact on the  customer.&nbsp;&nbsp;<\/li><li>\u2026 use an <strong>interpersonal approach<\/strong>  focused on supporting customers and creating added value. This requires  the salespeople to have contact with an increasing number of different  persons with the customer and at other moments during the buying cycle.&nbsp;&nbsp;<\/li><li>\u2026 adjust the <strong>sales pitches<\/strong> to every moment during the buying cycle and to the profile of the persons with whom the salespeople are to engage in dialogue.&nbsp;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4>Do  you want to find out how you can prepare your commercial staff for the  future without having to take all too radical actions? <a rel=\"noreferrer noopener\" aria-label=\"Contact us. (opens in a new tab)\" style=\"color:#0ba298;\" href=\"https:\/\/perpetos.com\/en\/contact\/?lang=en\" target=\"_blank\"> Contact us<\/a> or read more in our eBook:<\/h4>\n\n\n\n<div class=\"boxed-layout padding-2x cta-blog-section\"><div class=\"rock-promotion-box\"><div class=\"promotion-box-content\" style=\"color:#353535;\"><h3><a href=\"https:\/\/ma.perpetos.com\/ebook-7-criteria-for-a-sales-process\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" loading=\"lazy\" class=\"wp-image-7747 size-thumbnail alignleft\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2016\/04\/EBOOK-MOCKUP-1_SMALL_NEW_final_1159x845-109x150.png\" alt=\"\" width=\"109\" height=\"150\" srcset=\"https:\/\/perpetos.com\/wp-content\/uploads\/2016\/04\/EBOOK-MOCKUP-1_SMALL_NEW_final_1159x845-109x150.png 109w, https:\/\/perpetos.com\/wp-content\/uploads\/2016\/04\/EBOOK-MOCKUP-1_SMALL_NEW_final_1159x845.png 240w\" sizes=\"(max-width: 109px) 100vw, 109px\" \/><\/a><span style=\"color: #606060\">7&nbsp;Criteria your sales process has to meet<\/span><\/h3><p><span style=\"color: #606060\">Are you looking for a new Sales process to find a (new) way to reduce your cost of sales, stop margin erosion or better align your approach with the customer\u2019s buying cycle? Learn&nbsp;how to&nbsp;make&nbsp;sure that the selected process is right for your&nbsp;business.<\/span><\/p><\/div>\n\t\t\t\t\t\t<div class=\"promotion-box-button\">\n\t\t\t\t\t\t\t<div class=\"promotion-box-button-container\">\n\t\t\t\t\t\t\t\t<div class=\"azoom-button-wrapper\" style=\"display:block;\"> <a href=\"https:\/\/ma.perpetos.com\/ebook-7-criteria-for-a-sales-process\" target=\"_blank\" style=\"background: rgb(240, 157, 42) none repeat scroll 0% 0%; color: rgb(255, 255, 255);\" class=\"escapea button azoom-transition button-block\" data-button-js-colors=\"true\" rel=\"noopener noreferrer\">Download eBook<\/a><\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Customers\u2019 buying behaviour has changed considerably in the past few years. How can companies respond  to this challenge? How do you organise sales in a digital world? Are  you still sending your salespeople out like talking brochures, or will  you take action? And how? A diagnosis.  <\/p>\n","protected":false},"author":9,"featured_media":18198,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[7,4],"tags":[],"department":[509],"media":[545],"topic":[516,522],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Are your salespeople like talking brochures? - Perpetos<\/title>\n<meta name=\"description\" content=\"Are your salespeople like talking brochures? - Perpetos\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/perpetos.com\/en\/sales-performance\/are-your-salespeople-like-talking-brochures\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Are your salespeople like talking brochures? - Perpetos\" \/>\n<meta property=\"og:description\" content=\"Are your salespeople like talking brochures? - Perpetos\" \/>\n<meta property=\"og:url\" content=\"https:\/\/perpetos.com\/en\/sales-performance\/are-your-salespeople-like-talking-brochures\/\" \/>\n<meta property=\"og:site_name\" content=\"Perpetos\" \/>\n<meta property=\"article:published_time\" content=\"2020-03-25T15:09:02+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-06-24T07:15:26+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/perpetos.com\/wp-content\/uploads\/2020\/03\/verkopers-960x640.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"960\" \/>\n\t<meta property=\"og:image:height\" content=\"640\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Pascal Persyn\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Pascal Persyn\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/are-your-salespeople-like-talking-brochures\/\",\"url\":\"https:\/\/perpetos.com\/en\/sales-performance\/are-your-salespeople-like-talking-brochures\/\",\"name\":\"Are your salespeople like talking brochures? - Perpetos\",\"isPartOf\":{\"@id\":\"https:\/\/perpetos.com\/#website\"},\"datePublished\":\"2020-03-25T15:09:02+00:00\",\"dateModified\":\"2022-06-24T07:15:26+00:00\",\"author\":{\"@id\":\"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079\"},\"description\":\"Are your salespeople like talking brochures? - Perpetos\",\"breadcrumb\":{\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/are-your-salespeople-like-talking-brochures\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/perpetos.com\/en\/sales-performance\/are-your-salespeople-like-talking-brochures\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/are-your-salespeople-like-talking-brochures\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/perpetos.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Are your salespeople like talking brochures?\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/perpetos.com\/#website\",\"url\":\"https:\/\/perpetos.com\/\",\"name\":\"Perpetos\",\"description\":\"Sales and Commercial Excellence\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/perpetos.com\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079\",\"name\":\"Pascal Persyn\",\"description\":\"Pascal supports organisations in delivering commercial excellence in the areas of Sales Enablement, Content Strategy and Buyer Journey Enablement. 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