Richardson’s new eBook, The Roadmap to Scalable and Sustainable Sales Transformation, provides insights into how leading firms are reengineering their long-term sales strategies to respond to shifts in the buying process.
I was asked to identify a luminary in our industry for the first Top of Mind interview for TopWorld. I chose Gerhard Gschwandtner, Founder and Publisher of Selling Power. I’ll admit a bias. I have been a fan of Selling Power and its founder since the first edition of the magazine. Gerhard has a way of looking at the past and present to extrapolate the future. He has his finger on the pulse of what is happening in sales. The focus of our interview was on the impact that the “transformational” and “revolutionary” buying patterns of customers have had on sales today.
Gerhard described how many sales organizations have simply not been able to keep up with the significant changes in how today’s customers are buying. He attributed the impetus for the change in customer buying patterns to the internet so much so that the internet has become a “competitional platform” for all business processes including the sales process. The big change in how customers buy began when customers could educate themselves online (Aberdeen says that by the time a prospect is ready to talk to a salesperson the prospect has gone through 60% to 70% of the steps needed to make a decision) and only accelerated as buyers used the internet to talk to each other to rate providers and products. Not ignoring the impact of the economy, Gerhard feels that many sales organizations because they have not » Continue Reading.