I just had the pleasure of lunch with Jacco vanderKooij who published an awesome video clip and a Prezi on the future of sales in SaaS that gathered over 100,000 views in the first month. Pretty good for a B2B topic!
Here are some memorably quotes from our inspiring lunch:
1. “From Hunters to Peace Makers”
It is as if we have educated a generation of sales people to be hunters whereas what we need right now are peace makers that help build trust. Peace makers are focused on making a prospect or customer successful and are more akin to consultants than traditional sales managers.
2. “From Screaming to Whispering”
Using tools like Eloqua and Marketo we constantly bombard our prospects with our sales messages: it is like screaming. Now we need to move from screaming (to all customers) to whispering (to the right customers at the right time using social tools).
3. “Images and Emotions, not Arguments”
The message that resonates with the Instagram and Pinterest generation is images and emotions, not arguments. So more video and images, and less white papers and blogs.
4. “Relationships Matter”
Relationships really Matter. On Facebook relationships are fun, but on a business social business network like LinkedIn relationships really matter.
5. “Wow’m, Excite’m, Entertain’m”
When asked how his Prezi got so popular to quickly Jacco recalled that he often starts one of his talks on social selling by showing the cover of ESPN Magazine or Vogue. This is what we are competing with: to be heard you need very compelling content. Personally he is looking to Hollywood for inspiration on how to do this.
Give it a shot now! try Totango free!