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Salespeople: Educate and Inform!
Blog / For Sales Pros / Jan 8, 2018 / Posted by David Meerman Scott / 4760

Salespeople: Educate and Inform!


The communications revolution in which we’re engaged has has a profound impact on how salespeople achieve success.

Buyers Are Now in Charge!

Today buyers often completely pass up the the traditional selling model, instead accessing blogs, Facebook, Twitter, YouTube, LinkedIn and other web-based tools. They learn for themselves all about your offerings, as well as your competition and what customers are saying about you (whether true or not).

Rather than struggling to adjust to this new environment, go ahead and learn to master it. You’ll find that you win hearts and minds by creating low-cost (and no-cost!) measurable strategies and tactics that help buyers you don’t yet know discover you!

The best salespeople have become information brokers — communicating by delivering the precise information that buyers need at just the right time and in just the right way.

Successful Salespeople Educate and Inform

You have the power to elevate yourself on the web to a position of importance. In the e-marketplace of ideas, successful salespeople educate and inform. They highlight their expertise by sharing videos, content-rich websites, social streams, blogs, e-books, and images rather than using the old sales playbook of information hoarding and letting it drip it out. Now you’ve got to be on the buyers’ timetable. Not yours.

We also have the ability to interact and participate in conversations that other people begin on social media sites including Twitter, Facebook, LinkedIn, forums, and review sites.

The Key is to Focus on the Buyer’s Needs, Not Your Own Ego

Stop hyping your products and services. Don’t rely on interruption techniques. You’ll regret taking advantage of people’s time and attention with unwanted communications.

Instead you need to deliver the right information to buyers, right at the point when they are most receptive.

Pipeliner CRM empowers you to aim the right content at the right buyers.Get your free trial of Pipeliner CRM now.

This post is based on an earlier article by David Meerman Scott.

About Author

David Meerman Scott He’s a sales and marketing strategist who has spoken on all seven continents and in 40 countries to most respected firms, organizations and associations.David is author of ten books - three are international bestsellers – and is best known for “The New Rules of Marketing & PR”.

Author's Publications on Amazon

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In July 1969, ninety-four percent of American televisions were tuned to coverage of Apollo 11's mission to the moon. How did space exploration, once the purview of rocket scientists, reach a larger audience than My Three Sons? Why did a government program whose standard operating…
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Launch effective real-time communications to win in today's always-on world Gone are the days when you could plan out your marketing and public relations programs well in advance and release them on your timetable. "Real-time" means news breaks over minutes, not days. It means companies…
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The international bestseller—now in a new edition When it comes to marketing, anything goes in the Digital Age, right? Well, not quite. While marketing and public relations tactics do seem to change overnight, every smart businessperson knows that it takes a lot more than the…
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The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'—there is only buying. When potential customers…
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