Like many people, I’m a big fan of The Walking Dead.
If you’ve never seen the show, (how is that possible?) it’s set after a zombie apocalypse where the undead infects humans, who then turn into creatures called walkers that roam around searching for people to eat and infect.
I’ve got bad news: The same thing is happening to the good, old-fashioned, sales reps.
No, they’re not craving human blood and skin – though talking to some telemarketers and outbound salespeople, you’d think they were – but they are being transformed into a completely different breed of salespeople, and it's a scary sight to witness. It must change! Can we all agree?
Today’s reps need to focus more on solving problems and attracting prospects with a specific set of needs, instead of spraying out a sales message with cold calling and email blasts.