Dan Waldschmidt on Selling Power blog suggests this for 2011:

“Selling is a dying craft. This is nothing to mourn. Half of the people who are in sales today should get out of the profession to pursue other opportunities. Every time technology does the work of humans, we see that as progress. We’ve created amazing tools. Computer systems can fake real conversations, but many times this leads to a self-perpetuating cycle of nonsense. People send out mass emails and customers opt out. Social media is the next generation of conversation. Take a look at the tweets that are sent. Ask yourself, are you really having a conversation, or are you perpetuating nonsense?”

I’ll agree that sales as a profession is dying, but that may be due to the lack of training funds. Back in the day, all of the Big Corps – like IBM, Xerox, DEC, Bell – had extensive training for its sales teams. Today, not so much. Couple the lack of sales training with a total lack of training (and knowledge) in how to hire and manage salespeople leads to the mess we have today. So, yeah, many of them should pursue other careers, especially if you can be replaced by an inbound tele-marketer or an online application. (*Cough*Cough*Order taker*Cough)

Where Dave is wrong is in social media. Most people have zero idea how to utilize social media for conversations. Most tweets are just links to the tweeter’s blog (or other content), so he can track his influence and increase traffic.

Sales in essence is the art of the conversation. Open ended questions being the key to consultative selling. Translating that to an app is challenging, but learning that social media is just a new communication tool like IM/chat and email is simpler. Salespeople will need to integrate that into their toolbox in 2011. But be cautioned that most people using Twitter and other social tools are not the example you want to follow. Broadcasting all day will not engage anyone. Listening and Learning are the essential. It’s back to basics.

When designing a website for an event, there are 3 simple tips for improvements.

One: Answer the basics:  who, what, where, when, why. These are simple things, but many sites forget them. People only give you 8 seconds or so before they bounce off your website, the information they want – the basics – need to be easily seen or scanned.

Two:  Buy a ticket now. On every page. On the front page. Above the fold. Below the fold. (Call to Action).

Three:  Share this. In today’s social networking frenzy, allow people to share your event easily with a share this button.

People forget the basics as they work on  aesthetics and making it pretty. It’s more important that the website answer the simple questions: who, what, where, when and how do I buy a ticket.

I just read this blog post, Can you sell your product using social media networks?

He states, “The Social Media area of the New Media is a listening platform, NOT a selling platform.” I believe that, but so many use it as a broadcast media. A PR machine. That doesn’t work for attention or selling.

Social media works effectively for Customer Care. Ask @XOCare, Comcast, JetBlue, SWAir. Why? Engagement.

Rule number 1 in sales is be Friendly. Make a friend. You can do that online. If you Listen first. Then have a conversation.

“Give generously and people will follow you.” That is the premise of Linchpins by Seth Godin. Be Generous. It’s one way to stand out or become an Expert.

The new sales process involves word-of-mouth, user reviews, online searches, and comparison shopping.

I have seen people test social network responsiveness of companies before buying from them. It’s a whole new world.

It’s definitely easier to sell things like Dell gear, hotel rooms or discounted airfare, than services on social media. But that doesn’t mean it can’t be done. It’s just more challenging.