The Sales Challenge Today Is Greater Than It's Ever Been

Name: The Sales Challenge Today Is Greater Than It's Ever Been
Uploaded: 2018-08-19T21:00:02+00:00
Duration: 47 s
Channel: Jason M. Lemkin
Description: In this segment, the speaker argues that the sales landscape has become more challenging than it was after the 2008 crash. While many companies moved…

19 Aug 2018 · 1 min

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In this segment, the speaker argues that the sales landscape has become more challenging than it was after the 2008 crash. While many companies moved away from costly, top‑down sales and distribution models toward faster, lower‑cost, high‑velocity approaches, the speaker contends that today’s environment is even tougher because developers and end users wield far greater influence. Traditional tactics—selling to senior executives with lavish entertainment—no longer guarantee deals. Modern sellers must achieve adoption at the user level across the organization while still convincing executives by framing the value proposition in clear economic terms.

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Post like the 2008 crash, a lot of people said, hey, we want to get away from these expensive sales and distribution models because we want to go with a high-velocity kind of sales model that's cheaper and easier. I would argue actually the sales challenge is even greater today because, you know, developers and users have so much more power today than they ever had. You know, in the old days you could sell to the corner office and You know, take them out to some nice dinners, maybe take them to the Super Bowl, and you got your deal. Now you really got to drive, and that deal decision could be kind of, you know, mandated top-down. Those days are long gone. You have to be able to get, you know, adoption at the user level no matter what product you're selling. Then you also need to be able to sell high and obviously frame the value proposition in economic terms.