Images paint a thousand words as they say, and there is no doubt that the role of selling is evolving, its just not what it used to be 10/20/30 years ago. Some is the same, but the application / methods / styles are evolving. I've found a few images that I always find useful to get one thinking.....
There are many sources of this, but I originally read this here
Often referred to as the Brian Tracy model and establish Need has evolved to deliver relevant and commercial insight.
And finally one about perseverance and this needs to be applied without being seen as desperate or nagging, contact means many things in the new world... perhaps another opportunity to share insight and stay front of mind and not asking for a meeting or the contract!
There is no doubt the profession is changing, and all in it need to evolve and adapt. Much is being written about this…
CEB (recently purchased by Gartner) with the Challenger Sale one, but I was recently referred to a book called The Future of the Sales Profession by Graham Hawkins thats a great read that I highly encourage you to take a look at. It encapsulates this perfectly (and no I'm not on a commission!)
How do you think the role is changing?