The world is changing
and we are discovering better ways to sell within it.
Through this work we have come to value:Relationships and interactions over transactions
Establishing value over lowering price and rate
Customer collaboration over haggling and negotiation
Long term partnerships over rigidly defined rolesThat is, while there is value in the items on
the right, we value the items on the left more.
The world is changing at a faster pace than ever before. The “Sales” industry must change with it or be relegated to the annals of history. If you agree and want to work together to enact those changes, reach out and lets start asking questions together.
Chris Conrey
conrey@postmodernsales.com
This manifesto is incredibly on point for today’s business environment. Nicely done!!
I’m not a salesman and this gives me goosebumps.
» What Does Post Modern Sales Mean? Post Modern Client Development
[...] Modern Sales is the new ways of selling to an ever more educated and individualized audience. This Manifesto is inspired by the Agile Manifesto which has created an entire industry of conversation about what [...]
Chris – This is excellent. I agree wholeheartedly and will do my part to share with others!
LB
A Manifesto, A Movement, A Mindset | Conrey is for Closers
[...] go check out The Manifesto for Post Modern Sales at my new venture, [...]
I sure hope salespeople actually read this, because they really need it. The world’s changing, folks.
Very well done!
Very nice! Excited to see where you take this!
I couldn’t agree more!
Thank you Chris for putting it so eloquently.
We have effectively been following these principles for years and in the end, always works out better for both the client and the agency.
Wow, when you put it that way, I almost think a dude like ME could do it.
Great thoughts man. Keep rocking.
One word: BINGO.
One more word: Finally.
Well said. I’m for all the items on the left regardless of my sheer lack to say it or write it as eloquently as you have.
We’ll be seeing you around sir.
This message brought to you by the letters u, r and v. Tallyho
Well said and theoretically I agree. However, I don’t believe buyers have caught up yet. Specifically large enterprises. Their internal buying processes and procedures do not incent buying in this manner. The manifesto you so eloquently put forth is rarely considered in procurement, legal and the RFP process.
It’s a good goal, but until companies developing purchasing and procurement approaches that enable, encourage, and embrace your manifesto, it’s a one sided coin.
I think as organizations, and corporate policies, you’re absolutely right. However, as people – and all of those procurement offices are filled with people – this is how people want to buy. That worm will turn, I’m confident in that.
How quickly this changes depends on how courageously we (those who embrace this manifesto) stand firm in not selling in that environment. As long as capable vendors are willing to play the game, the game doesn’t have any incentive to change.
The RFP process exists to weed out the rule-followers. In many (if not most) cases, they already pretty much know who they’re going to hire, thanks to existing relationships, and the RFP process is a formality. It’s a shame, but don’t feel like you have to follow the rules just because someone handed them to you.
This is incredible, I agree. A great value for everyone..
People Buy from People They Like | The Whale Hunters Blog - Sales Articles and Tips
[...] from you. This is all very similar to a recent post by our good friend, Chris Conrey. He wrote “A Manifesto for Post Modern Sales.” I highly recommend you read it several [...]
I so agree. The ideals in this manifesto directly correlate, at least in my mind, with some concepts I’ve picked up from Ryan Healy about business development by keeping good (high dollar to maintenance ratio) clients longer instead of chasing new ones that may or may not be a nightmare migraine of a working partner. Focusing on those clients on the correct side of the 80/20 rule is also stressed by Tim Ferriss (sp?) who actually takes it a step further saying to fire those clients who, through penny-pinching or simple lack of common courtesy, add more stress than they are worth. He maintains that this frees up your resources to better foster relationships with one’s most favoured clients (who then refer new clients likely to be similar in nature, ie good clients) so firing bad clients actually improves cashflow over the course of a few itch cycles. Am I just making connections willy-nilly, Chris, or is there something to this connection?
Brandon – there are certainly benefits to the client management side of things you point out there. I didn’t intend a reference directly to the monetary side of things but I think that those will flow from this for many people. I generally think that if you focus on the relationship first, the rest will follow. Thanks for the comment.
Chris, you’re thoughts are spot on. We absolutely can change the old style buying practices. The “good” clients are usually open to/excited for being involved in a better process. However, it does require a proper introduction to the benefits and how it creates a superior working environment for both parties.
If the principles of conversation and collaboration have been the foundation of the relationship, quality work will naturally follow. And chances are, after experiencing this environment, you’ll have a convert that has come to appreciate the more progressive method.
my 2cents
Understanding the Relationship Process :: PURE COOKE
[...] of my close and respected sales professionals, Chris Conrey, released his manifesto entitled “Post Modern Sales.” I have read it several times over and found it simple, insightful, and on point. I am a [...]
» Episode 23: Michael Goodman The "Don't Sell Me Bro" Podcast
[...] we bring you an All Star lineup on the podcast this week. Not only do you get your usual hitters in Chris Conrey and Dave Cooke, but we brought in Michael Goodman to bat cleanup this week. We go over a number of [...]
Five Reasons Your Company Needs A Blog
[...] execution for Vuurr, a digital intelligence powerhouse. Additionally Chris is the writer of the Manifesto for Post Modern Sales. Filed Under: Guest Post, WordPress Tagged With: [...]
Great points! My concern is that novice sales folks are going to go out and try to make ‘friends’ and hope those friends buy from them.
There is still a need for tactics that demonstrate a cost/ROI/benefit/outcomes approach. More and more sales are landing at the desk of the CFO for approval. So many deals die there due to the ‘relationship’ approach. CFO’s don’t care (those heartless bastards!).
I agree the (business) world is advancing exponentially, so our sales cycle needs to match that. When we’re talking the FIRST sale, we have establish credibility and trust very quickly, followed by a good financial analysis of our solution.
I think our objective should be to adhere to the Manifesto while still creating the shortest possible cycle.
If I’m competing for a deal, I want to be going up against somebody who’s trying to build a relationship, rather than a person who understands ‘outcomes’ and brings a spreadsheet/tablet.
Stuart I agree! There is certainly a fine line to walk there and the new sales guys will need good teachers to help stay on the right side.
» Episode 52 – B2B is Dead? The "Don't Sell Me Bro" Podcast
[...] but Mike’s post builds upon things we’ve talked about on the show before, and in the Post Modern Sales Manifesto. We examine Mike’s views and throw some counter-examples like “No one ever gets fired [...]