I recently met a business owner at a local happy hour. When he learned what I did for a living, he started bragging about his methods of selling and marketing. He labeled himself “old school” because of various reasons like not using a CRM system, and making his sales people memorize a dozen or so closing techniques.
I don’t really know what “old school” means, but I know that running a sales organization like its 1985 is nothing to brag about. It’s a different world, and going back to what’s always worked for you can probably be effective. However, there are so many new strategies and tools that can help your sales performance accelerate. At the same time, there are many wasteful widgets and scams that make it all confusing. What can you do? The best rule of thumb is to detach from your comfort zone and think about the outcome, regardless of how old the technique is. Is it more productive to use index cards than a CRM system? No. Is it more effective to present your solution in person with a handshake rather than a PowerPoint or delivering by webinar? Obviously, visiting in person is always better. So, don’t embrace “old” or “new”, embrace success and whatever strategy will lead you there.
