The future of sales is less salesy

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Invite Friends   CEO Picks - The most popular editorials that have stood the test of time!   The future of sales is less salesy Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. Also, information is free now. Sales no longer gets to play gatekeeper. So what does this shift mean for the future of sales? There are three things that stand out: 1) Helping is the new selling. Sales today is all about being helpful and building trust - not about being pushy or trying to close a deal. 2) Businesses need to start treating people like people, not leads. 3) Sales reps will be compensated for customer success. Continued here Too many startups like playing startup than actually being one I love startups. I hate the startup scene. Founders are more interested in playing startup than actually being one. Below are some of the most common behaviours of founders and teams that are more concerned with acting like a business than being one. 1) Meetings, meetings and more meetings - "I'm in a meeting," feels very nice to say, but are you getting stuff done? 2) Having multiple people doing a job that one person can do - You don't need a team to do your social media, one scrappy content marketer is enough. 3) Worshipping vanity benchmarks - Number of employees is not a benchmark to measure success by. 4) Spending a lot of time at meetups - Networking feels like work, but what other work are you trading off to do it? 5) Overspending on shwag, office space and business cards. 6) Having more conversations with people outside of your market than people in it. Continued here You Might Like � � � As Artificial Intelligence evolves, so does its criminal potential Imagine receiving a phone call from your aging mother seeking your help because she has forgotten her banking password. Except it's not your mother. The voice on the other end of the phone call just sounds deceptively like her. It is actually a computer-synthesized voice, a tour-de-force of artificial intelligence technology that has been crafted to make it possible for someone to masquerade via the telephone. Such a situation is still science fiction - but just barely. It is also the future of crime. Continued here CRISPR - Discovery of the century or disaster waiting to happen? The CRISPR mechanism is a genetic vaccination card in cells. It is what protects us from infections we have had before. Our understanding of it, combined with Jennifer Doudna's discovery (more below) now allows us to perform genome engineering to potentially 'fix' diseases like 'sickle cell anemia' and perhaps even AIDS. It also leads to ethical dilemmas around scientists creating mutated humans without understanding the potential downsides. In 2012, Jennifer Doudna, Emmanuel Charpentier and their colleagues generated a new discovery that would reduce the time and work needed to edit genomic DNA. Their discovery (possibly the discovery of the century in biotechnology) relies on a protein named Cas9 found in the Streptococcus bacteria "CRISPR" immune system that works like scissors. The protein attacks its prey, the DNA of viruses, and slices it up. In 2015, Doudna gave a TED Talk about the bioethics of using CRISPR. A good explainer video on how CRISPR works here. The full talk here � When it's worth having a meeting before your meeting! Sometimes it's worth having pre-meetings with key stakeholders before your big meeting. Pre-meetings are essential for anyone looking to have a successful meeting about a contentious issue. They are opportunities for information gathering, coalition building, building trust and rapport with allies and potential detractors, and stress testing and refining your arguments and perspectives. That way, by the time the actual meeting happens, you have a well-thought-out set of justifications for your point of view. More best practices on pre-meetings Continued here You Might Like � � � What so many people don't get about the US working class! Most American blue-collar workers have little direct contact with the rich outside of Lifestyles of the Rich and Famous. But professionals order them around every day. The dream is not to become upper-middle-class, with its different food, family, and friendship patterns; the dream is to live in your own class milieu, where you feel comfortable - just with more money. "The main thing is to be independent and give your own orders and not have to take them from anybody else," a machine operator told Lamont. Owning one's own business - that's the goal. That's another part of Trump's appeal. Hillary Clinton, by contrast, epitomizes the dorky arrogance and smugness of the professional elite. The dorkiness: the pantsuits. The arrogance: the email server. The smugness: the basket of deplorables. Worse, her mere presence rubs it in that even women from her class can treat working-class men with disrespect. Look at how she condescends to Trump as unfit to hold the office of the presidency and dismisses his supporters as racist, sexist, homophobic, or xenophobic. Continued here � TradeBriefs Publications are read by over 10,00,000 Industry Executives About Us  |  Advertise Privacy Policy    Unsubscribe You are receiving this mail because of your subscription with TradeBriefs. Our mailing address is GF 25/39, West Patel Nagar, New Delhi 110008, India