The internet is an opportunity and an issue for sellers.
A few clicks and you have infinite data. More is being added to the infinite every second.
But you can’t consume, research or act on infinite.
If there were infinite rules to a sport, we wouldn’t watch it.
If there were infinite Disney characters, they’d have no brand value.
Humans are not wired for infinite.
And here steps in our sales automated outreach tools…
“Artificial intelligence will scour the infinite sales data you have and give you exactly what you need…”
Maybe someday. Right now AI can’t even keep obvious spam out of my inbox.
Until recently, having more data helped salespeople. Suddenly, more data adds confusion and procrastination to their days.
You know who has the exact information you need? Your buyer.
It’s much more effective to call your buyer and ask them a question than it is to stick another software tool in your “sales stack”.
Computers are great at gathering general data.
Humans are better at uncovering the important bits.
Computers will tell you the numbers, metrics and charts.
Humans are better at finding why people do things.
Computers are better at algorithmic math.
Humans are better at motivating other humans.
Computers will mine your online activities and spit out a persona that marketing loves.
Humans will influence another human and close the damn sale.
So if you’re struggling to get in front of or influence people in the market right now, stop starring at endless dashboards and pick up the phone and ask a couple of people who bought from your recently –
- Why did you buy from us?
- How did you find out about us?
- What could we have done to speed up the sales process?
And then do more of that. Make selling simple.