A lot of people over the last few weeks have been talking about “the best ways” to locate new customers and clients. A lot of people think that the strategies required have changed and that many of the old strategies don’t work anymore.

Out with the old, in with the new?

Not really. I agree that there are many “new ways” of reaching prospects and customers…

I have a LinkedIn account and a LinkedIn group (Sales Psychology & Performance if you want to have a look). I have a Youtube channel, I Twitter, I have a sales training blog and was blogging well before most other’s in the market place. I have numerous other social media profiles which I don’t use as much and I am also looking at the newest trends all of the time. I love to use the new ways and embrace change…

  There has been a lot of talk on how sales has changed. Sales 2.0, The Challenger Sale, the cold call is dead, etc have all permeated the sales world narrative over the last year. In spite of the incessant chatter about sales changing, it hasn’t changed. Customers still makes decisions the same way. They still have objections, they still need to compare. They still have to feel the solution will meet their needs. The buying process, the psychological way we choose to buy, is still the same. The tools available to influence the sale and how we sell have changed. That’s the  big difference. There are more tools available to help people sell than ever before. Capitalizing on these tools is where the win will be.

Most of the tools available to sales people today can fundamentally transform their prospecting and lead generation. As in the past, sales people who are creative in increasing their lead flow will be the most successful. Leveraging the new tools to build your own powerful lead generation engine is the key to making your number in 2012 and beyond.

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