going selling to consumers (business-to-consumer) or other businesses (business-to-business) in order to bring in revenue. B-to-C selling requires a direct marketing approach. This approach can comprise a multi-channel strategy of online, catalogue, retail, and even direct mail in order to reach consumers. Usually selling a commodity is less complex then selling a service (such as financial planniWhat should salespeople do in order to keep up with the changing business environment and satisfy the needs and desires of consumers?

Hofstede’s model and other models that help sales teams “think globally and act locally” are more relevant today then they ever have been. Future salesperson success will come down to who can personalize the message for the individual buying organization and the people involved. In other words, who can be the most relevant in the eyes of the buyer. This is the single most important dimension that a salesperson can bring to any business development effort. I don’t care how sophisticated the marketing analytics are, a salesperson can take the message and personalize it to make it the most relevant at that point in time and within a specific context. Any model that helps a salesperson personalize their message with relevancy is important. Cultural models, personality style models, information-processing models, organizational models, and non-verbal communication models are all examples of tools a salesperson can use to differentiate themselves. These models are relevant in helping target a message locally in a constantly changing business landscape. For example, they can help the salesperson personalize the message within different business cultures and environments, with different buyer types, and with different genders, while facing radically changing business dynamics such as mergers and acquisitions, reorganizations, and even differences in selling to various vertical markets (technology vs telecommunications, etc).

Businesses have a choice between going selling to consumers (business-to-consumer) or other businesses (business-to-business) in order to bring in revenue. B-to-C selling requires a direct marketing approach. This approach can comprise a multi-channel strategy of online, catalogue, retail, and even direct mail in order to reach consumers. Usually selling a commodity is less complex then selling a service (such as financial planni

ple involved. In other words, who can be the most relevant in the eyes of the buyer. This is the single most important dimension that a salesperson can bring to any business development effort. I don’t care how sophisticated the marketing analytics are, a salesperson can take the message and personalize it to make it the most relevant at that point in time and within a specific context. Any model that helps a salesperson personalize their message with relevancy is important. Cultural models, personality style models, information-processing models, organizational models, and non-verbal communication models are all examples of tools a salesperson can use to differentiate themselves. These models are relevant in helping target a message locally in a constantly changing business landscape. For example, they can help the salesperson personalize the message within different business cultures and environments, with different buyer types, and with different genders, while facing radically changing business dynamics such as mergers and acquisitions, reorganizations, and even differences in selling to various vertical markets (technology vs telecommunications, etc).

Businesses have a choice between going selling to consumers (business-to-consumer) or other businesses (business-to-business) in order to bring in revenue. B-to-C selling requires a direct marketing approach. This approach can comprise a multi-channel strategy of online, catalogue, retail, and even direct mail in order to reach consumers. Usually selling a commodity is less complex then selling a service (such as financial planni

t helps a salesperson personalize their message with relevancy is important. Cultural models, personality style models, information-processing models, organizational models, and non-verbal communication models are all examples of tools a salesperson can use to differentiate themselves. These models are relevant in helping target a message locally in a constantly changing business landscape. For example, they can help the salesperson personalize the message within different business cultures and environments, with different buyer types, and with different genders, while facing radically changing business dynamics such as mergers and acquisitions, reorganizations, and even differences in selling to various vertical markets (technology vs telecommunications, etc).

Businesses have a choice between going selling to consumers (business-to-consumer) or other businesses (business-to-business) in order to bring in revenue. B-to-C selling requires a direct marketing approach. This approach can comprise a multi-channel strategy of online, catalogue, retail, and even direct mail in order to reach consumers. Usually selling a commodity is less complex then selling a service (such as financial planni

le, they can help the salesperson personalize the message within different business cultures and environments, with different buyer types, and with different genders, while facing radically changing business dynamics such as mergers and acquisitions, reorganizations, and even differences in selling to various vertical markets (technology vs telecommunications, etc).

Businesses have a choice between going selling to consumers (business-to-consumer) or other businesses (business-to-business) in order to bring in revenue. B-to-C selling requires a direct marketing approach. This approach can comprise a multi-channel strategy of online, catalogue, retail, and even direct mail in order to reach consumers. Usually selling a commodity is less complex then selling a service (such as financial planni

going selling to consumers (business-to-consumer) or other businesses (business-to-business) in order to bring in revenue. B-to-C selling requires a direct marketing approach. This approach can comprise a multi-channel strategy of online, catalogue, retail, and even direct mail in order to reach consumers. Usually selling a commodity is less complex then selling a service (such as financial planning). But the end-buyer is typically 1 or 2 people. In a b-to-c market, salespeople have unique skills sets that are tailored toward dealing with end-users and decision makers who are typically the same person. Examples of this would be car sales, financial services, and real estate.