Although 'cold calling' may still remain part of some salespeople's repertoire, identifying opportunities through referrals and recommendations, or from people within their 'network', is critical.
Many organisations are recognising the emerging opportunities that Social Networking presents. Although a well-developed Social Networking Strategy is critical to contemporary business development, we still recommend face-to-face networking as the primary mechanism for developing business.
B2B Sales typically involves contracts with substantial dollar values and the vast majority of Buyers or Procurement personnel want to place an order with people they believe they can trust.
Face-to-face relationships are critical to building trust.
With this in mind, below is a list of essential qualities that have always been required of good salespeople and we believe will continue to be required for sustainable success into the future:
· The ability to develop trust and confidence with other people
· Personal integrity and honesty
· An ability to self-promote and articulate the organisation's Value Proposition
· Confidence and belief (self and organisational)