--- title: Successful salespeople educate and inform --- [Skip to main content](https://www.davidmeermanscott.com/blog/2014/05/successful-salespeople-educate-and-inform.html#maincontent) [ «  View All Posts ](https://www.davidmeermanscott.com/blog) # Successful salespeople educate and inform May 14th, 2014 1 min read By [David Meerman Scott](https://www.davidmeermanscott.com/blog/author/david-meerman-scott) Our ongoing communications revolution has profoundly affected how salespeople achieve success. **Buyers are now in charge! ** Referencing blogs, Twitter, LinkedIn, YouTube, Facebook and other Web-based tools, buyers often bypass the traditional selling model altogether – learning for themselves about your products and services, your competitors, and what customers say about you (whether true or not!). Don’t struggle to adjust to this new environment — be agile and master it. You win hearts and minds by creating low-cost (and no-cost!) measurable strategies and tactics that help buyers you don’t yet know discover you! The best salespeople have become information brokers — communicating by delivering the precise information that buyers need at just the right time and in just the right way. **Successful salespeople educate and inform** You have the power to elevate yourself on the web to a position of importance. In the e-marketplace of ideas, successful salespeople educate and inform. They highlight their expertise by sharing videos, content-rich websites, social streams, blogs, e-books, and images rather than using the old sales playbook of information hoarding and letting it drip it out. Now you’ve got to be on the buyers’ timetable. Not yours. We also have the ability to interact and participate in conversations that other people begin on social media sites including Twitter, Facebook, LinkedIn, forums, and review sites. **The key is to focus on the buyer’s needs, not your own ego** Stop hyping your products and services. Don't rely on interruption techniques. You'll regret taking advantage of people’s time and attention with unwanted communications. Instead you need to deliver the right information to buyers, right at the point when they are most receptive. [ David Meerman Scott ](https://www.davidmeermanscott.com/blog/author/david-meerman-scott) David Meerman Scott is a business growth strategist, advisor to clever entrepreneurs who are building emerging companies, and the international bestselling author of a dozen books published in 30 languages. David’s high-energy keynote presentations, masterclasses, and virtual events educate, energize, and inspire. Connect: [mailto:david@freshspot.com](mailto:david@freshspot.com) Topics: [ Personal branding ](https://www.davidmeermanscott.com/blog/topic/personal-branding) [ New Rules of Sales & Service ](https://www.davidmeermanscott.com/blog/topic/new-rules-of-sales-service) [ Best Practices ](https://www.davidmeermanscott.com/blog/topic/best-practices) [ Business to Business ](https://www.davidmeermanscott.com/blog/topic/business-to-business) Don't forget to share this post: ## Related Articles [![](https://www.davidmeermanscott.com/hs-fs/hubfs/L1330663-2.jpg?width=1500&height=967&name=L1330663-2.jpg) ### I’m a Senior Citizen Now—Try Catching Me March 25th, 2026|1 min read ](https://www.davidmeermanscott.com/blog/im-a-senior-citizen-now-try-catching-me) [![](https://www.davidmeermanscott.com/hs-fs/hubfs/DMS%20casual.jpg?width=3000&height=2001&name=DMS%20casual.jpg) ### My New Website, New Focus, and New Photos January 20th, 2026|1 min read ](https://www.davidmeermanscott.com/blog/my-new-website-new-focus-and-new-photos) [![](https://www.davidmeermanscott.com/hs-fs/hubfs/Kenyon%20students.jpg?width=2086&height=1394&name=Kenyon%20students.jpg) ### The Future-Proof Value of a Liberal Arts Education in the Age of AI August 19th, 2025|1 min read ](https://www.davidmeermanscott.com/blog/the-future-proof-value-of-a-liberal-arts-education-in-the-age-of-ai) [![](https://www.davidmeermanscott.com/hs-fs/hubfs/Flax%20Dental.jpg?width=1540&height=1058&name=Flax%20Dental.jpg) ### The Simple Professional Services Website Makeover That Creates Fans August 11th, 2025|1 min read ](https://www.davidmeermanscott.com/blog/the-professional-services-website-makeover-that-creates-fans) [![](https://www.davidmeermanscott.com/hs-fs/hubfs/Creating%20a%20Personal%20Website%20for%20Success.jpg?width=1536&height=1024&name=Creating%20a%20Personal%20Website%20for%20Success.jpg) ### Your Future: AI Models Will Find You Via Your Personal Website July 18th, 2025|1 min read ](https://www.davidmeermanscott.com/blog/your-future-ai-models-will-find-you-via-your-personal-website) [![](https://www.davidmeermanscott.com/hs-fs/hubfs/DMS%20Banner%20Option%202%20-%20LinkedIn%20_%20Facebook%20Sizing.png?width=1200&height=627&name=DMS%20Banner%20Option%202%20-%20LinkedIn%20_%20Facebook%20Sizing.png) ### How to Write and Publish a Book that Supercharges Your Personal Brand July 2nd, 2025|1 min read ](https://www.davidmeermanscott.com/blog/how-to-write-and-publish-a-book-that-supercharges-your-personal-brand) [![](https://www.davidmeermanscott.com/hs-fs/hubfs/Stefano%20Paciotti.jpg?width=1500&height=1084&name=Stefano%20Paciotti.jpg) ### The Ham Whisperer of Rome: How Stefano’s Honest Videos Won the World’s Heart June 24th, 2025|1 min read ](https://www.davidmeermanscott.com/blog/the-ham-whisperer-of-rome-how-stefanos-honest-videos-won-the-worlds-heart) [![](https://www.davidmeermanscott.com/hs-fs/hubfs/Tufts%20Entrepreneurial%20Marketing.jpg?width=1500&height=1000&name=Tufts%20Entrepreneurial%20Marketing.jpg) ### My Best Advice for New University Graduates: Do These Two Things April 7th, 2025|1 min read ](https://www.davidmeermanscott.com/blog/my-best-advice-for-new-university-graduates-do-these-two-things) [![](https://www.davidmeermanscott.com/hs-fs/hubfs/Television.jpg?width=1000&height=667&name=Television.jpg) ### Your Daily Schedule Determines What You Will Accomplish February 19th, 2025|1 min read ](https://www.davidmeermanscott.com/blog/your-daily-schedule-determines-what-you-will-accomplish) [![](https://www.davidmeermanscott.com/hs-fs/hubfs/DMS%20at%20HBS.jpg?width=1239&height=843&name=DMS%20at%20HBS.jpg) ### Sneaking In Via Life’s Side Doors January 14th, 2025|1 min read ](https://www.davidmeermanscott.com/blog/sneaking-in-via-lifes-side-doors) [![](https://www.davidmeermanscott.com/hs-fs/hubfs/Vermont%20wilderness%20pond.jpg?width=1500&height=1125&name=Vermont%20wilderness%20pond.jpg) ### Artistic Craft or AI Dreck in 2025? 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