Seeking New Sales Techniques? Look Beyond Digital

The best prospecting strategies require a human touch.
Buyers know everything about our companies, products, and solutions before they ever speak to a salesperson. Believe that? Far too many sales reps do. They think that digital rules. So, they spend most of their time staring at screens—doing demos, sending emails, and interacting on social media.
None of that would be bad, if reps were hitting quota. But most likely 57 percent of reps won’t make quota this year.
Perhaps if what you’re doing isn’t working, new sales techniques are in order? Or better yet, some old ones.
Why People Skills Still Matter in the Digital Age
New research from McKinsey finds that the digital world requires a human touch for salespeople to excel. They need to be masters of digital communication and analog communication, and just as importantly, they need to know when to use which.
McKinsey summarizes this challenge in “The secret to making it