Sales or selling is that part of the business cycle that gets money from your client’s or customer’s bank account into yours in return for products or services.
Marketing is the process that generates interest, leads, telephone calls and so on leading to customer contact. This could be called content management, social media and so on and so on.
There are several different types of sales – shops (retail) , face to face , B2B , B2C , ecommerce to name a few. The only newish one in that list is of course ecommerce; this is newish in that it embraces newish technology. The concept is not new, before web sites we happily bought from newspaper ads, leaflets, mail order and so on. In all cases we part with money to get goods or services. We do this because in very simple terms we recognise the benefits that these products give us and they suit our needs at that moment; none of this is new. Adam took a bite of the Apple because … I will leave his motivation to you.
If you type new sales model into google you will get loads of images that purport to say that you can sell more now with less effort using social media or content marketing. Social media is a marketing tool, not a sales tool. Twitter and the rest can generate more leads, hits on your website and so on but social media does not sell – it markets.
Sales or selling is still about persuading, negotiation, finding and selling benefits – it hasn’t changed. The support for your sales function has changed enormously but it is that – support.
The ability to sell your businesses’ products or services is key to your success. If your products are sold via ecommerce it might be claimed that is new(ish) territory but virtually all other areas are not new. The face to face sale may be looked down on but it is vital to your business and most other businesses.
People buy benefits. That might include the person selling the service , it might not because benefits vary from person to person. The sales person job is to find out what those benefits are and sell them. That hasn’t changed.