The development of approaches around Business to Business (B2B) selling has continued to progress and has evolved in its concepts, strategies and practices.
This sees closer alignment between sales and marketing with an emerging emphasis on content and digital marketing which in turn supports the shift from outbound to inbound selling. Buyers are now very proactive in doing their research online. They are also very resentful of disruptive or interruption selling efforts (traditional cold calling).
Are you ready to jump in and be part of this shift? Is it time to train your sales representatives on social networking and social selling skills?
By Tom Fournier
Through years of working in business to business sales, many of these years as a sales representative and many out working with countless other sales representatives, I came across many sales representatives that considered themselves the relationship seller. They were the route salesperson who would regularly check in with their customers, with ready access to the customer’s store room to see what needed to be reordered, they always had time for a chat, they were quick to share a funny story or joke and for a really good customer they would bring in a box of donuts.
By Tom Fournier
Now is the time to be thinking about your approach to sales! The world is rapidly changing and amongst those changes are shifts in how business to business (B2B) customers are looking at sales people. I share some shocking statistics from a study published by Forrester Research:
60% of B2B Buyers prefer not to interact with a sales rep. 
68% of B2B Buyers prefer gathering information online on their own
Tom Fournier, founder of the Shade's Mills Group, history enthusiast and happy walker!