Episode #157: Sales in the Internet Age with Dennis O’Neil
In This Episode of The Buyer’s Mind with Jeff Shore:
Dennis O’Neil, author of Sales Actualization, talks with Jeff about the importance of the salesperson in the shopping process. While the internet can offer information about products, it cannot provide the one item needed in the sales process – emotional connection. Connection to a person, connection to the product and an understanding of how this purchase meets an emotional need. Dennis provides the insight salespeople need, to help customers make the right purchase decision.
Topics we’re going to cover on today’s podcast:
[1:14] Reliance on the internet for purchases
[4:36] Sales and Marketing are different – Living in both worlds
[8:00] How marketing tees up sales
[13:03] Don’t get stuck in transaction facilitation
[16:06] Sales actualization
[21:29] The internet is getting smarter
[27:10] Providing meaning in the products that we purchase
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More about our guest Dennis O’Neil:
Dennis O’Neil is a leading Internet sales and marketing thinker and doer with 25 years on the frontline experience. Having personally experienced the advent of the Internet’s impact on the consumer-salesperson relationship, Dennis has long been fascinated by both its impact on how consumers buy and on the steady extinction of the salespeople who refuse to adapt and embrace change. When not pondering sales theory, Dennis leads the powerhouse team of creative marketing professionals at ONeil Interactive – a digital marketing firm headquartered in Maryland.