There was a time when marketing men were like politicians. They had to shake hands and kiss babies, take district reps out for a lunch meeting and have dinner with the guy who could open up new territory but those days have gone the way of the piano lounge in the airplane. Now, we video conference with the reps, connect with customers by email and Facebook and use Linkedin to network with the guy who can help you open a store in Kansas.
Yeah for the internet! But Renee Huang of The Globe and Mail says that the internet is a poor substitute for the old fashioned meet and greet.
“Research in the business-to-business world suggests the No. 1 reason for selection of a supplier is the personality of the sales team or seller. This is above the technical specs, marketing form, anything else.”