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The New Rules of Sales & Service

How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business.

The New Rules of Sales and Service, now out in a new revised paperback edition, is about how the buying process has radically changed and how people who understand that change can grow business now.

We’re fed up with unwanted phone calls interrupting us at home and at work. We hate wading through hundreds of unsolicited emails. We’ve had it with intrusive social media messages. We’re tired of poor service from companies that don’t treat us with respect or that send us into a phone mail maze that wastes minutes of our time and never connects us with a living person.

Buyers are now in possession of unlimited information so online content is quickly becoming the dominant driver for commerce. Unfortunately most organizations are still using traditional selling and service models developed for a different time.

Today, buyers are in charge. But most companies run their sales and customer service organizations as if it were still 1989. The sales and service model is broken.



The New Rules of Selling

JJ Ramberg interviewed me on her MSNBC program Your Business. In this segment, I shared some of the sales strategies entrepreneurs and salespeople should consider to implement the strategies The New Rules of Sales & Service.

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The New Rules of Sales on MSNBC Your Business with JJ Ramberg

The New Rules of Sales and Service is written with dozens of examples from people who are achieving tremendous success with the five important aspects of modern selling and customer service.

1) Authentic storytelling sets the tone
2) Content is the link between companies and customers
3) Big data enables a more scientific approach to sales
4) Agile selling brings new business to your company
5) Real-time engagement keeps customers happy

“David Meerman Scott delivers with a book that challenges a whole new industry: selling.” – Seth Godin

When buyers have more information than sellers

I’ve worked up a SlideShare to discuss The New Rules of Sales & Service. I provide details on how to succeed in a world where buyers have more information about the products and services they’re interested in than sellers and why buyers are now in charge of the buying cycle.

Many of the ideas in the SlideShare came from interactions on my blog and social networks with people like you who are making it happen, defining the new rules that work in our ongoing communications revolution. Thank you.

The New Rules of Selling from David Meerman Scott