The relationship the Internet has with the salesperson is a fascinating one. Some salespeople choose to ignore technology. Some fear it. Some choose to fight it. And some choose to work with it. Over the last 15 years, I’ve witnessed first hand the changing role of the traditional salesperson; How the Internet has impacted salespeople like robots impacted the factory workers of decades past.
My new book, Sales Actualization – Outselling the Internet, introduces the Sales Actualization pyramid; a hierarchy of customer needs and salesperson value. The pyramid examines the levels on which a salesperson can operate, and how the Internet is steadily improving its sales skills. The salespeople of today make a choice – to work with technology or be replaced by it.
It’s been a long time in the making. I’ve been working on the ideas in this book for a number of years and I’ve written the book about a dozen times. Each time I’d add new content, trim out the fat, and then do it all over again. The book has been longer, shorter, and is now in it’s ‘Goldilocks’ state. There are no case studies. This is not a tactical manual. You’ll read it fast, digest it quickly, and see technology and salespeople in a new light. You’ll understand where your sales skills fall on the pyramid and how close the Internet is to replacing you. You’ll know where you need to grow to outsell the Internet.
I am a long time fan of Hugh MacLeod of Gapingvoid.com. Hugh is a best selling author, but is most known for his artwork that’s always ready to make you pause, make you smile, and make you challenge yourself and your thoughts. I could think of no better way to compliment the message of the book than to ask Hugh to create original artwork inspired by the manuscript, and I am honored he accepted.
Sales Actualization – Outselling the Internet is available today:
Click here for the paperback at Amazon.com for $19.95
Click here for the Kindle version for $15.95.
I hope it sparks a discussion.
