New School and Old School

first_imgNew school thinks prospecting is sending an email. New school doesn’t follow up on that email. Old school believes prospecting is cold calling and following up with an email.New school thinks social media is where relationships are made. Old school thinks that face-to-face meetings in real life are where relationships are made.New school spends time behind the screen. Old school spends time in front of clients.New school thinks that inbound marketing should drive lead generation. Old school doesn’t believe in waiting to have leads delivered.New school thinks the demo is the thing. Old school thinks the conversation with their dream client is where the action is.New school thinks value is reducing friction in the purchasing process, that it is in making things more transactional. Old school believes that the value is in delivering a higher level of value and delivering strategic outcomes.New school doesn’t want to bother anybody. Old school doesn’t believe that helping people is bothering them.New school doesn’t want to ask their prospective client for a commitment. Old school knows that selling is linking together conversations and commitments.New school believes building a company is about acquiring investors. Old school believes that building a company is about acquiring paid customers.New school wishes selling was easier. Old school works to improve themselves.Follow the old school rules. Old school rules. Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Nowlast_img

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