The sales process changed in many ways today. The customer is in control, and the old selling tricks, from cold calling, mailings and so forth don’t really work anymore.
Selling is about listening to your customers, read markets (what do people need) and listen to influencers. All this information you can gather trough social networks and social media spaces. A new way of CRM is on the horizon, and Axel Shultze together with Andy Rudin wrote a white paper on this new way of social selling.
If you are a marketeer, or pre – sales person, you might be interested to read this!
At the same time I would like to bring your attention to predictive analytics, and how you can predict a buying behavior.