ANATOMY OF THE
MODERN SALES PRO
WHAT HE LOOKS LIKE
As a sales pro living & breathing his industry, he has
an educated perspective on his space. He strives to
share his views with his peers & engage in meaningful
debates. For him, selling is about removing friction
in the buying process to create an environment that
makes it easy for prospects to buy from him.
WHAT HE’S TAKING IN
He listens to social conversations
about his market, brand, products,
and competitors to identify the
key topics, trends, and players and
get a better understanding of his
prospects and their interests.
WHAT HE FOCUSES ON
EYES ON THE PRIZE
Relationships are his currency. He’s driven by hard
cold metrics to measure his “return on relationships”
with prospects, influencers, and customers. He
tracks engagement not just activity. He’s looking at
the outcome (i.e. engagement by prospects, lead
referrals by influencers) and keeps testing and tuning.
HOW HE COMMUNICATES
He strives to be a trusted source of knowledge.
He finds serendipitous moments to engage with
influencers in key conversations and add value. He
listens for problems to solve and shares valuable
content that his community of prospective buyers
will find helpful in their buying process.
WHAT HE CARES ABOUT
He’s a problem solver at heart.
He cares to help craft solutions to
solve real life problems. He knows
that when he does, his products
and services will sell themselves.
WHERE HE STANDS
ONE FOOT IN SALES,
ONE IN MARKETING
He plays the role of a micro-marketer.
He works well in the
blending world of mktg and sales,
and realizes that relationships are
key to growing a business.
WHAT TOOLS HE USES
He’s crafty, resourceful, and likes
to get his hands dirty. He uses
technology and social media to listen
and engage, and he’s equipped to
do business anytime, anywhere.