S. Anthony Iannarino on his sales blog postulates Sales 3,0, the fusion classic sales skills with technology enablers. I am not sure how that is different from Sales 2.0, but I like the way Sales 3.0 sounds…perhaps he is onto something!
“Timeless Principles:
1. Self Discipline: The Ability to Keep Commitments to One’s Self
2. Optimism: A Positive Mental Attitude
3. Competitiveness: A Desire to Win
4. Initiative: The Ability to Take Action
5. Resourcefulness: The Ability to Find a Way, or to Make One
6. Determination: The Ability to Persevere
7. Caring: A Desire to Achieve a Positive Result for Others
8. Empathy and Emotional Intelligence: The Ability to Connect with Others
9. Communication: The Ability to Listen and to Explain Ideas
10. Influence: The Ability to Persuade Others
To succeed in sales, especially B2B sales, you also need the following sales-related skill sets:
Sales Skill Sets:
1. Closing: The Ability to Ask For and Obtain Commitments
2. Differentiate: The Ability to Stand Out from the Crowd
3. Prospecting: The Ability to Open Relationships
4. Business Acumen: A General Understanding of Business Principles
5. Diagnose: The Desire to Understand
6. Storytelling: The Ability to Share a Vision
7. Negotiation: The Ability to Create Win-Win Deals
8. Change Management: The Ability to Help Others Improve
9. Leadership: The Ability to Generate Results Through Others
10. Manage Outcomes: The Ability to Achieve Results
All of these attributes and skills are necessary to succeed in sales, regardless of the many benefits technology provides. I happen to be a huge fan of Jigsaw, but doubt that it is a great tool for those who lack the self-discipline to make their calls.”
Read the full post here.
- Bob Neeser
Tags: Bob Neeser, crm, sales 3.0, TopLine Strategies
