For many years it has been well accepted that people buy products from people they know, like and trust. What has changed in recent years is how the purchaser decides which product to purchase, or company to buy from. The role of the salesman has changed and will continue to do so. Previously the sales process relied on getting to know the prospect in person through networking, word-of-mouth referrals or wining and dining prospects to get to know them and build trust.
This is no longer the case. Enter Google , LinkedIn, Twitter, Facebook, YouTube, blogs and interactive websites. Nowadays whether you are selling to another business or to consumers, your prospects are checking you out online, either before they contact you or after you have contacted them. It’s important to integrate a digital marketing strategy into your sales process
