{"id":18505,"date":"2021-06-29T12:44:12","date_gmt":"2021-06-29T10:44:12","guid":{"rendered":"https:\/\/legrandblogdelavente.halifax-consulting.com\/en\/?p=69"},"modified":"2024-05-22T11:33:01","modified_gmt":"2024-05-22T09:33:01","slug":"where-have-all-the-sales-prospectors-gone","status":"publish","type":"post","link":"https:\/\/www.halifax-consulting.com\/en\/blog\/where-have-all-the-sales-prospectors-gone\/","title":{"rendered":"Where have all the sales prospectors gone?"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\">You need to adapt to survive, and there\u2019s no better way to do that than solid sales prospecting.&nbsp; But in this era of social selling, lead generation and growth content strategy, is there still a place for sales reps who hunt down new business, like Jean-Pierre Marielle in the French movie Les Galettes de Pont-Aven?<\/h2>\n\n\n\n<p>Many sales directors are on the lookout for prospectors, but they seem to be a dwindling breed.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-4-3 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Les galettes de Pont-Aven (1975) - Qualit\u00e9, solidit\u00e9, imperm\u00e9abilit\u00e9\" width=\"500\" height=\"375\" src=\"https:\/\/www.youtube.com\/embed\/B5dSoV9TUWM?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\">They\u2019re working in the \u201ccustomer solutions\u201d department <\/h3>\n\n\n\n<p>Customer support and solutions is kind of a hideout for sales reps. Why hack through the jungle in the outside world when you can sit in a comfy seat answering customer requests and following up on leads that fall from the \u201ccloud.\u201d You\u2019re there to advise, not sell\u2014the shoe is on the other foot.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">They don\u2019t make calls any more<\/h3>\n\n\n\n<p>Many sales reps prefer to say that clients don\u2019t pick up the phone anymore, not to mention the younger generation brought up on a diet of social media feeds. It\u2019s a sign.&nbsp; These times they are a-changing.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">They no longer chase variable pay <\/h3>\n\n\n\n<p>Dangling bonuses as a carrot no longer works. Some will tell you that it\u2019s because the carrot looks more like a turnip. Others that the world has changed and the new generations prefer looking for meaning rather than chasing the carrot. Others still that they don\u2019t need the carrot\u2014a few olives suffice.&nbsp; It\u2019s not easy to untangle.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">They\u2019re at a loss for words<\/h3>\n\n\n\n<p>Clients no longer have the same need for sales reps, who used to provide them with information from the market. Today, all this information is a click away on the Internet. So you really have to have good reasons and good pitches to secure a meeting.&nbsp;&nbsp; Grueling. <\/p>\n\n\n\n<h3 class=\"wp-block-heading\">So the end is nigh for sales prospectors?<\/h3>\n\n\n\n<p>Of course not! We\u2019re simply pointing out that the role is evolving. All organizations still seek out the \u201cbusiness developer\u201d and \u201cdealmaker\u201d mindset. People who are capable of creating their own network of influence, reaching out on social networks or social circles, being one step ahead of the crowd with targeted, prepared, relevant messaging. Those capable of going the distance when decision-making processes multiply the number of people involved, who have tactics and tricks up their sleeve when up against competition or joining in on a deal. These are skills that organizations absolutely need to develop and are more difficult to acquire than learning a script by heart, even if it is as charming, poetic and well-recited as the one by Jean-Pierre!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>You need to adapt to survive, and there\u2019s no better way to do that than solid sales prospecting.&nbsp; But in this era of social selling, lead generation and growth content strategy, is there still a place for sales reps who hunt down new business, like Jean-Pierre Marielle in the French movie Les Galettes de Pont-Aven? Many sales directors are on the lookout for prospectors, but they seem to be a dwindling breed. They\u2019re working in the \u201ccustomer solutions\u201d department Customer support and solutions is kind of a hideout for sales reps. Why hack through the jungle in the outside world when you can sit in a comfy seat answering customer [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":18543,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Where have all the sales prospectors gone?<\/title>\n<meta name=\"description\" content=\"You need to adapt to survive, and there\u2019s no better way to do that than solid sales prospecting.\u00a0 But in this era of social selling...\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.halifax-consulting.com\/en\/blog\/where-have-all-the-sales-prospectors-gone\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Where have all the sales 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