Congratulations, AllBusiness, on the big news yesterday of
being acquired by knowledge giant D&B. The explanation of intent-driven
users needing “just-in-time” information is a great, and so true.
I’ve watched, as a sales trainer and sales effectiveness
coach, how this change has happened over the past few years. I used to do two
day, front-of-the-room training programs, covering all aspects of consultative
selling. Now I do that only for very new sales people, and everyone else wants
focus only on the topic at hand.
So with the bigger, much expanded audience — many of those
people are business owners needing to increase sales and revenues. Many are
sales professionals….. looking for that one “magic pill” to help them
solve a certain, pressing sales issue.
We have a whole new generation in the workforce, the
Millennials, or Gen Y, who, in my mind, have been very receptive to learning strategies
to win with prospective customers and clients. We have Gen X and Boomers who
look to solve issues that haven’t come up before, or are different now.
There is need for great repositories of knowledge from
solid, trusted sources. My grandmother trusted D&B for her credit rating as
an entrepreneur. Here I am, a third generation entrepreneur in my family, happy
to be part of this bigger family of knowledge. Here’s to many more sales
challenges, and solutions to help people around the world grow their
businesses, increase revenues, and help their customers and clients as they
grow and prosper.