In a flat world where buyers have access to the best solutions at the best prices from all over the world, how can businesses compete?
It is a critical question that sales executive Brett Clay has been confronting since he began his career as a product marketing engineer selling computer chips into Taiwan, South Korea, and Singapore 20 years ago. Over the years, he has also marketed and sold computer software, supercomputers, telecommunications equipment, and professional services. Through these high-ticket sales and as a student of Barry Posner at the Leavey School of Business he developed a deep passion for business value and leadership. After many years of managing and mentoring marketing and sales people, he developed his trademark Change Leadership Framework(R), the subject of his books.
Today, Brett Clay is the founder and CEO of the Change Leadership Group, a sales training and consulting company specializing in the areas of change leadership and business performance improvement. Clay says, "Change is as fundamental for growth as oxygen, water, and sunlight." His book, Forceful Selling, is a study in the psychology of change and the forces that drive it. His forthcoming book, Selling Change, to be released in January, 2010, contains 101 secrets for growing sales by leading change.
If leading change sounds revolutionary, it's because it is. It must be. The Internet is not just flattening the world-wide playing field, it is driving a revolution in sales.
Traditional selling formulas such as developing attention, interest, desire and action have moved onto the Internet. And yesterday's high-value solution-oriented approaches have become today's commodities. Buyers can satisfy their needs and solve their problems over the Internet without the assistance of salespeople. Salespeople are faced with a choice: become Internet marketers, or increase the value they add to the customer.
What is more valuable than solving a problem? Achieving a goal.
Salespeople and the companies they represent must become change agents who work on behalf of their customers to help them achieve their goals. Clay's Change Leadership Framework provides the blueprint for leading change and achieving goals.