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Death of a Salesman (Revisited). An Interview with Mike Sabin of D&B

In this podcast, I interview Mike Sabin, Senior Vice President of Sales and Marketing Solutions for Dun & Bradstreet. D&B, as you know, also owns Hoovers. Mike and I were brought together over the continued conversation that, in the very near future, the number of salespeople will decline significantly.

We both believe that the rumor of the death of salespeople is greatly exaggerated. More still, Mike and I discuss the new skills salespeople need to succeed now and in the future, some of the tools available and how they are being used, and what salespeople would most like in the way of tools.

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  • Sam Brody

    get the e-book! I took my start in sales in a call center, I started a small business tools development firm for small business. I called 100 business and had 0 appointments! I was freaking out, I downloaded crush it, kill it, and master cold calling. I took a sales day made a script that wasn’t backwards, did my homework and the next day started calling………….4 for 4 on my first calls, and nailed 50% for the day after. I normally do not believe in free e-books containing good information..but when the bush bursts into flame and starts telling you to free your people you realign your beliefs. Thank you Anthony.

    • S. Anthony Iannarino

      Thanks, Sam. I am happy that the eBook helped you get better results!

  • AmyMccTobin

    Anthony, I think you read my mind.  People will ALWAYS buy from people if it’s a purchase they consider important.  I don’t mind buying shoes online, but I WON’T buy professional services solely online… or a home… or even a computer. I want a CONVERSATION that builds trust.

    The entire wholesale world will still be dependent upon Sales Reps.  

    • S. Anthony Iannarino

      I think a lot of what is being said and written is hyperbole. I think it is really meant to make a point that provokes a conversation. Most of us still want what you describe here, a conversation that builds trust, when we buy anything significant. The evidence runs counter to their argument, although I think the skills required to sell well are changing. Thanks for sharing your thoughts here!

  • dougricesmbiz

    I think key issue is what you and so many others about in blogosphere: the difference between salespeople and order takers. Whether its B2B or B2C, the role of the order-taker WILL disappear because we have the technology to automate it. Yet, strategic selling (assessing, uncovering, and creating a need followed by developing, communicant, and encouraging a solution) is not going away, because it cannot be automated. The “sales” jobs that are going away were never really sales jobs anyway. They’re customer service jobs.

    • S. Anthony Iannarino

      Spot on!