Influence people

Friday, October 16, 2015

Tomorrow's B2B Sales Professional Needs a Blue Ocean

One million B2B salespeople will lose their jobs by 2020, replaced by e-commerce systems, according to a study by Forrester.

The job-loss can be blamed on Millennials, who prefer what I call M2M (Millennial to Machine) over F2F (Face-to-Face).

First on the chopping block are entry-level "order taker" jobs.

For over a century, order-taker jobs have allowed high-school and college grads to readily enter the workforce as salespeople.

But the tightening market means tomorrow's wannabe sales pro must find a fresh opening gambit.

Inventiveness will be key.

You might have to think like comedian W.C. Fields.

To drum up business for Atlantic City hot-dog vendors, Fields worked one summer in his youth as a professional drowner. 

Twelve times a day, he would wade into the surf and begin to scream and flounder.

Mammoth crowds would rush to the scene to witness Field's "rescue"—and buy lots of hot dogs from the nearby vendors' carts.

Here's a great source for more innovations: The Sales Blog.

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