In this video, Fred Diamond, Director and Co-Founder of The Institute For Excellence in Sales, describes some of the most recent significant changes in the sales profession.

Here are a few identified changes that we think sales professionals are going through.

Knowledge of Client’s Business & Industry
Fred states, “First off, you need to be more knowledgeable and involved in your customer’s business. So, more than ever, your customers are looking for value. Sales leaders and sales professionals need to be able to show the customer they truly understand their challenges, they understand the challenges that their customers are facing and they need to come up with solutions.”

Expert Positioning
Fred continues, “The other thing that we see as well is that sales professionals need to position themselves as experts so that customers can truly rely upon them for value.”

Due Diligence on Research
Finally, Fred notes, “Sales professionals need to truly spend time and energy to research their customer’s history and the customer’s challenges. We believe they need to subscribe to their newsletters. They need to be bold in asking questions. They need to go to their customer’s conferences. There’s a plethora of information out on the internet, but they need to understand the customer’s business. They need to understand the challenges that their customers are facing in their industry. Talk to people. Join LinkedIn groups. Join Facebook groups. Join other types of networking groups, so they can truly bring value.”

Carrie Brown
Carrie Brown, Marketing & Demand Generation Consultant

Carrie Brown works with SPI as a marketing and demand generation consultant. With experience in copywriting, graphic design, and web development, Carrie uses her skill set to create and implement effective marketing strategies and campaigns for clients.

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