Today, technology tools might accelerate online connections. AI may shorten the time to insight. But in the end, you still need to get in front of someone to sell something. We say: everything old is new again. As sales professionals, our goal is to create solid, long-standing relationships with prospects and customers. We want to understand their business and add value to their strategic initiatives. We need to position ourselves as business partners— a “go to resource” — rather than “vendor support.” By developing deeper relationships, we have a strategic advantage over the competition and can lock them out. We can help influence and/or define the specs and requirements for a buyer’s future needs. We can be more quickly forgiven if something goes wrong.

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