While spending Christmas at my Son’s home near Ft. Hood, Texas, I finished reading Frank Belzer’s groundbreaking book Sales Shift. Having to do “work” gave me a reason for an occasional respite from the Christmas hoopla (Jack, 3 years old and Paul, 4 months old). Of course, I also had to post on my blog while “working” and I felt the concepts outlined in Belzer’ s book were worth some “ink” for our industrial sales & marketing friends.
Because of the effectiveness of content marketing/inbound marketing as a lead generation tactic, industrial sales groups must make dramatic shifts in the way they approach their prospects and customers.
I speak with good authority concerning Belzer’s book. Personally I have made the “Shift” Belzer outlines in his book. For me, the “Shift” has been gradual over the last 3 years. The “Shift” has been required by new technologies and market realities. The “Shift” has been easy for me because I love change and I enjoy the challenge of learning new ideas. Most importantly, the “Shift” has been mandated by our customers. Continue reading “4 New Skills Required…The Sales Shift for Industrial Sales & Marketing”