The Changing History of Sales Since 1960

History of Sales
Source of Infographic: Leads360

How The Sales Profession Has Changed Since The Mad Men Era

Don Draper, along with his well-suited associates, pitch creative and land large business in Mad Men, showcasing the tactics originally used in the sales world. Over the last 50 years, a lot of these crucial sales strategies have stayed amazingly valuable. Today, when bolstered by technological advancements, they can result in incredible production. Here, we showcase how the sales landscape has changed and how you are able to put a modern spin on a lot of these classic techniques.

1960′s Mad Men Era: The Art of the Pitch

Not that long ago, selling was done in person, up close and personal. While in-person pitching is still common, technology gives us a lot of different forms of communicating.

Selling Strategy
Whether your communication is on the phone, over email, or in person, you must initially understand your customers’ needs on the most basic level.

1970′s Door-To-Door Sales: Confidence in Your Product

Whilst door-to-door sales existed a long time prior to the , this time period was most likely best known for the un-house vacuum cleaner pitch, during which sales professionals would throw dirt on your carpet in order to show you the quality of the vacuums they were selling.

Selling Strategy
Be aware of the power and capabilities of your services and products, and be confident that those services and products are able to get the job done.

Early 1990′s Email Messaging: Everyone Loves a Deal

AOL’s and Yahoo!’s increasing popularity were factors in overall Internet adoption, of which affected the future of the sales industry. Every salesperson loved hearing “You’ve Got Mail’ when they opened their inbox.

Selling Strategy
Use user profiles and email to offer tailored discounts or trial incentives to potential and new clients.

About 67 percent of customers provide their email addresses to companies to receive information about promotions and discounts.

Late 1990′s Customer Relationship Management: Technology Becomes Personal

85 percent of mid-market companies use Customer Relationship Management to maintain all their prospect information in a single place.

Selling Strategy
Make certain that your Customer Relationship Management system is integrated with other sales software you might be using. Decreasing silos in the organization will give you more granularity into leads.

Late 2000s Social Integration: Friends with Benefits

What began as a place for friends to keep connected soon turned into a valuable asset to salespeople and marketers everywhere.

77 percent of B2C companies have gotten customers through Facebook.

61 percent of B2B Markets use social media channels, such as LinkedIn to increase lead generation.

Selling Strategy
Social Media is able to uncover connections to businesses and people you otherwise may not be aware of. Take advantage of this benefit, and actively try to get leas through all your social networks.

2010s and Beyond Intelligent Sales Automation: Anything You Are Able to Do, I Am Able to Do Automatically

With the sheer amount of sales data that is available now, it is necessary to leverage intelligent sales automation systems within our organization to maximize the effectiveness and productivity of your sales team, resulting in continually increasing revenues.

400 percent of intelligent sales automation is found to improve conversion rates by over 400 percent.

Selling Strategy
Implement the latest intelligent sales technologies to automatically optimize your sales processes and drive continuous improvement.

The sales landscape will continue to change as consumers evolve, industries grow, and technology advances. The best salespeople will strategize, adapt, and optimize for ultimate success.

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