Marketing Doesn’t Give Salespeople the Best Examples

It’s that time of the year again.  Homeowners are bombarded with marketing campaigns online and offline for various services, including gas, electricity, internet, phone, and TV. Usually, I throw these straight into the bin. However, this time my curiosity took over, and I started to open their pamphlets and visit their websites.

What was the first thing I found on the websites of KPN.nl, Ziggo.nl, Van de Bron, and Vattenfall, regarding energy and internet providers? (You can look them up.) Features, features and features. How boring! Clicking literally anywhere on their websites brought me to offered solutions one, two, three, four… You get the idea.

There was a Get Help button. Finally! Unfortunately, this was getting even worse. I found myself completing an online survey, just so they could figure out what kind of person I am, what I like to watch, and what I don’t, so that a preferred solution would pop up for me to click on. OMG, was this really happening? What I realised was that these sites tried to outcompete each other with even unbelievable offers, such as free television, extra mobile data, and discounts on a three-year contract that, in the end, were not a real discount at all.

In short, none of these companies encouraged me to read why they do what they do. What do they believe in? Why are they in business? To make money, sure. But I guarantee you, if the Gas and Electra companies would first explain to me that they believe in Green Energy, how they source it, and why it is needed, then we would all commit to that, and they would have created at least my interest.

Many companies have not changed the way they promote themselves, trying to attract a bigger audience. I wonder how their sales teams sell? No, I don’t have to guess. I already know.

When will your marketing team start Selling with the Buyer’s Perspective?

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SalesEnablement #TrustedAdvisor #SalesLeadership #B2BSales #SalesInsights #CustomerFirst #BuyersPerspective #ModernSalesMethodology

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