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Best practices for content marketers and salespeople in the social era

How sales and marketing have changed

Published May 2017

What works for the sales professional has changed in the last 10-15 years. This is a review of what’s changed, what the current sales obstacles are and what best practices we should follow. It’s bolstered by quotes from salespeople divulging the effective techniques they’re using right now.

Both sales and marketing have changed. Your company’s ability to adapt, improve key sales skills and respond to what today’s prospects want will determine your success or failure.

Sales has changed in five major ways:

  • The dominance of inbound marketing
  • The shift to consultative selling
  • The ubiquity of social media
  • The growth of thought leadership
  • The emergence of content marketing