I just attended a Social Media Panel discussion sponsored by the AMA. The Social Media speakers were from Monte Cristo Hotel and Resorts, The Phoenix Suns, and Southwest Airlines. We have all heard that the difference with Marketing / Social Media today is the two-way conversation. So it was interesting to hear how these Social Media / Marketing folks are now talking directly with customers via Facebook and Twitter. They talked about building relationships with customers, and not trying to sell them. I have supervised over 50 salespeople in my career, and I guarantee that 49 out of 50 would say they reason they sell is because of their relationship.
Traditionally, sales and customer service were the only ones speaking directly to the consumer. I found many marketing people fearing the direct contact with the client. It used to be that Marketing would give a message to the masses in a one-way conversation, and sales customized the messages for their prospects and clients. Other people explain Marketing as developing the Leads, and sales turning the leads into prospects, and customers. So my question to you folks is:
1. Are Marketing people now in fact sales people but like the sound of the name Marketing?
2. Is Sales a dirty word?
3. In today’s market where does marketing end and sales begin?
4. Is it important for Marketing professionals to learn the traditional sales ways of building relationships, and teaching people how to buy and not sounding like they are selling?
by Allan Himmelstein
Allan Himmelstein is President of Sales Coach AZ, which specializes in developing customized, highly effective sales processes for individuals and companies. Specializing in B2B sales, my mantra is “How can we save a company time, trouble, and money”? If we cannot answer this we have no basis for doing business. We will utilize a company’s unique strengths and core values to build a highly effective sales process that maximizes results. Mr. Himmelstein has a proven track record as a top-level executive for increasing business revenues and profit growth in competitive markets. His extensive business management experience includes the startup of an international company, which grew to $40,000,000 in nine years. He has held C level positions in Fortune 500 companies, including serving as VP of Sales and Marketing for ConAgra. He currently is focusing on foreign companies and adapting their sales approaches to maximize success in the USA market. Website/Blog: Sales Coach AZ