June 27, 2022

How Has Sales Changed?

This week on the show, Ned Arick and Hilmon Sorey discuss how sales have changed over the years and the challenges that today’s salespeople face.

At 04:49 Ned and Hilmon discuss that a salesperson is only as good as their last performance. They touch on all of the outside influences and pose the question, “Why do these things even matter?”

Has Sales Really Changed?

Hilmon then decides to play both sides of the argument in order to address the question, “Has sales really changed?” To do this he begins discussing the fundamentals of the sales transaction and how this particular piece has remained constant throughout the history of sales. Find out what that is at 05:48.

A Disdain for Salespeople

At 09:03, Ned counters Hilmon by arguing that the salesperson is no longer a necessity in today's world. We are constantly bombarded with and have access to so much information that if we want something, we will seek it out ourselves; we don’t need a salesperson to do that. Is it possible that product-led growth is the way to go?

Top of Funnel

When you break it down and really deep dive into the evolution of sales, you will see that sales, as a whole, hasn’t changed. Rather, the thing that is changing is the top of funnel- getting people to just opt into a conversation to start the process. Continue listening at 17:19 to hear examples and learn more.

In Closing

At 32:15, Hilmon closes with a point that he and Ned regularly discuss: “The mountain is just the mountain….How you respond to it is going to determine whether or not you’re going to be successful in any situation.” It is all about mindset and perspective.

Key Snippets

05:48 Has Sales Really Changed?

09:03 A Disdain for Salespeople

17:19 Top of Funnel

32:15 In Closing

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