Sep 4, 2013

Old School Selling: How’s That Working Out For You?
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Written by : Stewart Rogers| 0 | B2B, Business

old-school-sellingYears ago, I worked in sales in the automotive industry, and only we knew the true cost of the cars we were selling and the amount of room we had to negotiate. We were in a position of power. This was before the internet, when the seller was the most informed party in any given transaction.

We held nearly all the cards and nearly all the information. Buyers had to take sellers at their word and work a lot harder to get second opinions and recommendations from friends and family. There were no online reviews. Whitepapers, eBooks, webinars and analyst reports didn’t exist yet.

Well, now the power has shifted to the buyer.

Continue reading at Old School Selling: How’s That Working Out For You?

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Stewart Rogers

Stewart has been involved in sales, marketing and running software companies since computers had black screens with the 'wide choice' of green or orange text. When he isn't speaking, writing or talking about marketing technology, you'll find him analyzing the entire marketing technology universe (yes, all 2,400+ products) for VB Insight (http://insight.venturebeat.com).
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Stewart Rogers

Stewart has been involved in sales, marketing and running software companies since computers had black screens with the 'wide choice' of green or orange text. When he isn't speaking, writing or talking about marketing technology, you'll find him analyzing the entire marketing technology universe (yes, all 2,400+ products) for VB Insight (http://insight.venturebeat.com).

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