© SurePayroll, Inc. 2014

Avoid Using an Obsolete Sales

Approach

A Look at the ChangingSales Landscape

A Walk Down the Sales Aisle

Let’s take a look at how the sales approaches have progressed over the years. Are you still using outdated methods?

Pre-1980

Sales – An Evolution

Field Sales • Lead generation - cold calls, door-to-door,

direct mail, catalogs

• Face-to-face - walk, drive or fly

• 2-3 contacts per day “in the field" the standard

• Qualify, present the product in person

• Close sales, pick-up purchase orders

• Phone, mail, walk in sales orders

Inside Sales • Repeat orders

• Customer service functions

Pre-1980

1980

Sales – An Evolution

What Changed?

Field Sales

• Cell phone in a bag introduced

Inside Sales

• Telemarketing – appointment setting

1980

1990

Sales – An Evolution

What Changed?Field Sales

• Businesses adopt email for B2B communications

• Fax, email orders and correspondence

Inside Sales

• New accounts and repeat orders

• Team selling with field reps

1990

2000-2013

Sales – An Evolution

• Lead generation activities move to web:• Search engine marketing – SEM

• Search engine optimization – SEO

• Online search becomes the key to find products and generate the most leads

• Presentations begin to migrate to slide decks emailed in advanced, meetings are conducted via phone conference calls and virtual meetings

• Inside sales increasingly assumes the lead role in B2B new account acquisition and account management

2000-2013

Inside Sales Advantages

No need to trudge through rain, sleet, snow and 105 degrees!

Customer contact increases:• Field sellers are typically required

to have 2-3 appointments a day.

• Inside sales can have from 5-6 online demos a day to 80 callsper day.

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