Recently I came across Gartner research on effective sales interactions guide (available here), I decided to write my thoughts on sales and elaborate on the subject that sales, marketing and company strategy is continuously evolving.
There are plenty of articles and for sure we have heard that business is an ongoing process that changes and we have to adjust our practices in order to remain in the business also tomorrow. Or in other words, the one will survive who is changing as said by famous Latvian writer Rainis. However I hear a lot from CEOs of SMEs who are in business of selling that they know their customers, they know what customer wants and that they have their best practices in place. In many cases practices means having not so impressive sales presentation, lousy company web site (that was updated couple years ago) and vague online presence – having Twitter or Facebook account without an administration. In these cases it seems that knowledge of customer is based on the prejudice and own beliefs of the world out there that it is not necessary true.