Phoenix-Mesa, AZ (1888PressRelease)
September 22, 2008 - Speaking to the Phoenix Chapter of the Alliance of Technology and Woman, Dr. Bob Roth discussed why sales and marketing consultants are seldom able to "move the needle" when it comes to growing profits and increasing sales.
"The problem is" he told the group, ". . . that the sales and marketing methods of the 20th Century are no longer very effective, particularly during an economic downturn."
Contrasting 20th Century sales and marketing (which is increasingly dysfunctional) with 21st Century sales and marketing tactics that work, Dr. Roth explained that "In the 20th Century, customers tolerated being sold and marketed to because they often needed the information that marketing and sales people imparted. Today, Internet wired and inspired customers often know more about products and services than their marketers and sales people do."
Dr. Roth went on to explain that, here in the 21st Century, sales and marketing is no longer about pushing products or services. It is about delivering what customers want, building trust and bonding and making customers feel special. Sales and marketing people cannot make those things happen all by themselves. They need to work as members of a cross-functional sales and marketing TEAM. Only in that way can they connect the business process dots that promise, produce and deliver what customers want.
Concluding, Dr. Roth explained that he developed the BPI for Sales (www.BPIforSales.com) method to help companies build truly cross-functional sales and marketing TEAMS that are capable of increasing profits, particularly in increasingly challenging business turnaround situations.
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