The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

The sales landscape has changed as buyers have gained access to more information, and the result for sellers is changing rules for sales tools.  Subhanjan Sarkar runs a company called Pitch Link, which helps companies solve the problem of being able to scale by finding good salespeople.     Balance of power David Cancel wrote a book called Conversational Marketing in which he suggests that the balance of power has shifted from supply to demand and from company to customer. Thirty years ago, selling centered around the ability to mass-produce products in factories. Walmart’s mantra at the time was “stack them high and sell them low.” The system used to work with the information estimate tree that existed between suppliers and buyers, because the suppliers and makers always had more information available to them than the buyers did. The buyer never knew, prior to the Internet, that certain items were available from other sources for lower prices.  Over the last 20 years, the buying and selling process has been