For more than a decade, the trade media has been forecasting the death of the traditional sales force. "Everything will be bought and sold online," they said. "If you're in a sales job, prepare to be replaced by a browser and a database."
But it hasn't happened. And it never will.
Because people do business with people. Most B-to-B sales are consultative, not transactional. Yes, businesses will order printer refills online. But a new health insurance provider or a contractor for new construction project? No way. There are too many variables and too much to be gained by working with an expert. Customers want that personal assurance they can only get from a handshake.
Trilix is a full-service advertising agency headquartered in the Midwest with expertise in helping businesses market effectively and drive sales success. Learn more at www.trilixgroup.com or email Todd Senne at tsenne@trilixgroup.com.