Selling Is Dead

A book of the same title, Selling is Dead, reveals how sales--of the old-fashioned, plaid-pants-wearing, talk-at-you-til-you-sign-on-the-dotted-line variety--is dead. Certainly that's been true for decades in most b-to-b situations, but the truly complex sale--involving high dollars, multiple levels of management, many layers of approvals and heavy-duty politcal savvy--requires much more sophistication than typical sales training programs are prepared to provide.

Marc Miller, of Sogistics, Inc., was a recent guest on Capitalist Cleveland's hot radio show (broadband copy of the broadcast here) and is so smart that he's got his company writing a Sogistics corporate blog.

The smartest entrepreneurs have begun to understand the power of blogging for bringing the true voice of their company to life and making their products/services more accessible to tens, or hundreds, or even thousands of potential networking contacts and prospective customers.

Now that the mainstream media have pretty much all jumped on this bandwagon, those who've been at it for a while are ahead of the game. Congratulations, Marc. You had the vision to establish yours early--and the wisdom to hire good people to write it.