January 1st, 2010 | 
Author: Salespeople have always found marketing to be expensive and difficult. Finding, contacting, and acquiring the opportunity to sell prospects has always been the most difficult task salespeople face. More salespeople failed in the 20′s because of an inability to find enough prospects to sell than for all reasons combined. Same in the 30′s, and the 60′s, and the 90′s, and every decade in-between. Of course, the idea that finding prospects and marketing to them is difficult isn’t new.
Nevertheless, the sales environment is fundamentally different today than in the past. For most salespeople, the world has moved beyond them; however, they have yet to recognize it. They’re still living in the past, in a world where prospects and clients needed salespeople. Today, many, if not the majority of prospects, will do almost anything to avoid a salesperson.
There was a time, not too long ago, in fact, when prospects and clients looked to salespeople for advice and guidance. Prospects knew they needed information. They knew they needed help in finding and evaluating alternatives and solutions to problems and issues.
For a great number of prospects, both individual and business, that need for information and guidance is gone-at least they no longer believe they need the information and guidance from salespeople. These individuals and businesses have passed over the divide from those who feel a need to rely on a salesperson for guidance, to those who believe they can make better choices without a salesperson involved in their decisions. Moreover, the numbers who are moving over to the do-it-yourself side of purchasing are growing larger everyday.
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