In the B2B sales world, we’re in, I hear a lot about how things have changed.
It’s all different now.
Selling is different – you can’t sell like we used to.
One of the most extraordinary things about being an elder in our community is that I don’t just talk about how selling was – I lived it. It may surprise some to know that many things about professional selling have NOT changed.
Case in point:
Tim Sanders wrote a book WAAY back 20 years ago called, “Love is the Killer App: How to Win Business and Influence Friends” – I bought the hardcover (the paperback came out the following year, in 2003) Tim went on to write three OTHER best selling books, but I’m partial to the “Love” book.
I’ll link to an article from Fast Company Magazine (from 2002) by Tim Sanders (online as Love is the Killer App). He wrote:
“The most powerful force in business isn’t greed, fear, or even the raw energy of unbridled competition. The most powerful force in business is love. It’s what will help your company grow and become stronger. It’s what will propel your career forward. It’s what will give you a sense of meaning and satisfaction in your work, which will help you do your best work.”
Tim went on to list five reasons why love/generosity is the best strategy for an individual or company philosophy –
You’ll build an outstanding brand
You’ll create an experience
You’ll get access to people’s attention
You’ll harness the power of positive presumption – building trust
You’ll receive exceptional feedback.
Sanders talks a lot about how you possess intangibles -- you can share knowledge, you can share your network, and you can share compassion.
Change is good. A growth mindset is key. New communities, sayings, ways of doing things, and even new people can be great ways to expand thinking. Just don’t think that what many of us in sales focused on years ago was so very different. Today, after what we’ve all been through the last couple of years, I’d argue that Love is Still the Killer App (maybe a sequel, Tim?) and I’d encourage those new to business and professional selling to check out the book, Love is the Killer App, by Tim Sanders.
Lori Richardson is Founder & CEO of Score More Sales, a top B2B sales strategy firm helping mid-sized companies grow revenues by solving key sales issues - like recruiting, retention, building an inclusive sales team, process, pipeline, and leadership. Lori is also President of Women's Sales Pros - a community created to get more women in sales and sales leadership. She speaks at CEO groups on topics of sales growth, the power of mindset, and the importance and value of strong sales culture. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Salesforce named Lori a Top Sales Influencer in 2021 and 2022. LinkedIn named Lori as one of the 15 Top Sales Influencers to Follow in 2020. Lori received the 2019 "Lifetime Achievement Award" from AA-ISP (American Association for Inside Sales Professionals - The Global Inside Sales Association) Her book, "She Sells" will be available July 11. Subscribe to the award-winning blog, follow her on Twitter, Instagram and connect on LinkedIn