August 17, 2008 – 9:46 pm
(with apologies to Al Ries and Laura Ries)
Selling is changing. I muse about this a lot, but every time I try to write an article about it I meet myself coming and going. When you start writing about a topic, you’re expected to make assertions, come up with reasons to support those assertions, and everything’s got to be airtight. I can make no such claim. For every observation I’ll make, there are a million exceptions.
But I think there is a progressive change in the role of, and the importance of, traditionally defined sales representatives. As in the book I referenced in the link, The Death of Advertising and the Rise of PR, a comparison could be made between an older role which has lost at least some credibility, and a newer role which sales representatives might play in the post-internet, post-modern, and, if I may coin a phrase which gloms onto an idea that is far from original with me, the post-earnestness age. Read the rest of this entry »
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Tags: sales
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