From a sales ad for an Account Executive role (emphasis mine):<\/p>\n
This person will play a critical roll in the sales process to help educate and market product offering<\/em> to prospective customers. <\/p><\/blockquote>\n
No. Please don’t do this. Here is what that one sentence implies – features and benefits selling. That approach to selling should be buried at the bottom of a tar pit with other dinosaurs.<\/p>\n
From a post last week<\/a> – “people don’t want a quarter-inch drill, they want a quarter-inch hole.” In other words, your ad should speak to salespeople who know how to sell solutions. This company would be better served speaking to the salesperson’s ability to qualify a prospect and creatively formulate a solution within a typical prospective deal.<\/p>\n","protected":false},"excerpt":{"rendered":"
From a sales ad for an Account Executive role (emphasis mine): This person will play a critical roll in the sales process to help educate and market product offering to prospective customers. No. Please don’t do this. Here is what that one sentence implies – features and benefits selling. That approach to selling should be buried at the bottom of a tar pit with other dinosaurs. From a post last week – “people don’t want a quarter-inch drill, they want a quarter-inch hole.” In other words, your ad should speak to salespeople who know how to sell solutions. This company would be better served speaking to the salesperson’s ability to… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[26,16,9],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-9T","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/613"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=613"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/613\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=613"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=613"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=613"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}