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Why the Traditional Salesman Is Dead

November 13, 2017
By Team Hello

Picture the following scenario:

After a long day at work, you finally sit down with your family or significant other to enjoy dinner and a movie. As you’re about to get the first bite out of the steaming plate of spaghetti, your phone rings.

“Hi, this is Mr. Thomson, do you have a moment? I would like to talk about your coffee preferences and present to you our new coffee machine.”

Not only that these types of interactions are intrusive and annoying, but they are rarely effective. According to recent reports, just 1% of cold calls result in a transaction. When it comes to B2B cold calling, over 90% of decision-makers don’t respond to this type of outreach. You could argue that cold calling is similar to putting money into a slot machine – a gamble with no actual way of controlling the result.


Shopping in the Digital Age

The internet has changed the way people research brands and products or shop. If a few decades ago salespeople played a vital role in the decision-making process, nowadays consumers rarely need them. They have all the information they need at their fingertips and have already done their research when they enter a brick and mortar store (that’s if they don’t shop online from the comfort of their homes.)

Websites, forums, and social media have replaced the traditional salesperson. As such, sales and marketing tactics have also changed to incorporate the new shopping habits of today’s consumer. Most companies have understood that if they want to remain relevant in the digital age, they need to keep pace. Those stuck in time are struggling to connect with their customers and persuade them to shop their products or services.


How Websites Have Become the Most Efficient Sales Tool

In the digital age, websites have become the bread and butter of any company. If not too long ago marketers saw websites as a mere online brochure people could browse, nowadays they are a vital lead generating machine. Not only that a website is an expression of your business’ values, mission, and identity, but also a valuable tool in the sales process.

Just consider the following:

  • A website works around the clock whereas a salesperson is available only from 9 to 5. Picture this: it’s late at night, and somewhere, someone is trying to finish up preparing a catering menu that needs to be delivered in a couple of days. Suddenly, their oven breaks down. They can’t afford to lose precious time, so they go online, find your website, look for what they need, and immediately place an order for a replacement. Because they chose same day delivery, they will have their new oven first thing in the morning,
  • Technology has advanced tremendously, and websites can now have virtually unlimited potential. A well-designed website can do all the heavy lifting for you, from driving traffic to your platform to providing prospects with the information they need to persuade them to shop from you. A website can also help you collect data about your customers, understand their behavior, and adapt your strategies to meet their needs.
  • A website is an excellent tool for nurturing existing customers as well as attracting potential buyers. It can help you build your brand’s visibility, drive qualified leads, educate them, and turn them into sales.

The days when salespeople were a vital component of the sales process are long gone. In the digital age, businesses need to embrace the technology available to them to stand out and increase their bottom line.

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