But let me give you a couple of stats

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We Can Talk To More People In Less Time
If you just go back to what I said earlier, a year ago, I talked about prospecting because one of the truths about sales is that the more people you talk with, the more you’re going to sell. But because we have all these different channels to use, now it makes sense that we can talk to more people in less time, which puts more in the pipeline. That means that we’re going to sell a lot more in the long run.

This is future-proofing. Sadly, over the last year, I’ve noticed that there are two basic types of salespeople. There are wishbones and there are rainmakers. The wishbones are the folks that were hoping and wishing that things would go back to the way they were. There are people right now looking at the end of the pandemic, which is in front of us and it’s going to end very soon, who are saying, “I can just go back to the way I was before.”


Why We Will Never Go Back To “Normal” in Sales
McKinsey did a study of B2B sales and they found that 77% of customers kenya telegram data prefer virtual when they’re dealing with an existing vendor. 71% of buyers say that they prefer a virtual interaction at the top of the sales funnel when they’re evaluating a new vendor. 76% of buyers said that if they have a choice between a telephone call and a video call, they want a video call.

What buyers are telling us is that they like virtual because it’s fast, it’s easy, and it’s frictionless. And the salespeople who are adopting this new technology, they’re the ones that are owning the future.

The wishbones who wish things didn’t have to change, the wishbones who think maybe things will go back to the way they were are deluding themselves.

And in sales, you cannot be delusional and successful at the same time. To the wishbones who are hoping and wishing that they can go back to their comfort zones: it’s never going to go back, ever. We have changed forever. So in order to future-proof yourself, what you have to begin to do is invest and start learning.