#109: David Meerman Scott - Why Salespeople Cannot Use the Same Skillsets for Selling Online as Offline
My next guest of Scale Your Sales Podcast is David Meerman Scott. he is the author of 12 books including New Rules of Marketing and PR, the Wall Street Journal Bestseller Fanocracy. David is a marketing and business growth strategist, an entrepreneur and an advisor to emerging companies. Welcome to Scale Your Sales Podcast David Meerman Scott 00:00 Why Salespeople Cannot Use Same Skillsets for Selling Online as Offline 3:53 David says, Sales Managers forget Selling Virtually is Different than Face-to-Face 5:32 Salespeople must Present to Camera Lens, not the Person when Selling Online 10:39 Why Virtual Selling is more Intimate than a Face-to-Face 12:53 Understand Personal Space is where the most Powerful Human Connections Happen to Leverage Virtual Selling 16:30 David says, Humans don't like being Coerced, giving Gifts with no Expectation of Return is a Fundamental Human Quality. 19:58 Why David says, Many Companies don’t Provide Value, it's all about Coercion 23:29 It’s not Sellers, Buyers are in Charge now in the Sales Cycle 26:22 Huge Disconnect between Salesperson and Customer Support, Maintain Relationship with Potential Clients to become Paying Client 35:00 End linkedin.com/in/davidmeermanscott davidmeermanscott.com davidmeermanscott.com/blog davidmeermanscott.com/books dmscott Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and of 150 Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG