One of the excuses I hear the most is “this online stuff doesn’t work for B2B sales” and I’m here to dispel that myth for once and for all. We can’t both sit here, being intelligent people and act like “business people” don’t use the internet. This isn’t 1989, the future is now and EVERYONE uses the internet.
Often times I hear folks who are in B2B sales say things that amaze me. They act as if their ideal prospect is not human. They say they’re not online, they don’t operate like everyone else, and all sorts of mind-boggling excuses. I don’t get it. Saying your prospects aren’t online is the same as saying your prospects don’t use the internet. It’s impossible to exist as a human, let alone a business, and not use the internet. They may not be on it ALL of the time but rest assured they are on there some of the time.
For decades now, the go-to method for B2B sales has been to pound the phones. While there’s nothing wrong with that, and there’s no arguing that it works, it can be mentally and physically exhausting, making dial after dial and being hung up on or told “no thanks”
We all know people who make a fortune cold calling.
