Matt Myatt has a column over at the Forbes website that again makes the case for how upfront and honest marketing (vs. sales) is becoming ever more relevant in the transparency of business in the digital age. It's no longer Push, it's Pull.
"The truth is most corporations have a hierarchy of sales that comes with a very established and entrenched pecking order. The enterprise sales folks and key accounts reps sit atop the food chain, followed by inside sales reps, and at the bottom of the latter you’ll find the customer service reps. The hunters are revered and the farmers are tolerated.... Frankly, most people I know would rather talk to a knowledgeable customer service person over a sales rep any day of the week. The reason for this should be obvious – the perception is a customer service professional is providing information and helping them meet their needs. A sales person is trying to sell them something.
It’s time for companies to realize that consumers have become very savvy and very demanding. Today’s consumer (B2B or B2C) does their homework, is well informed, and buys…they are not sold."
http://www.forbes.com/sites/mikemyatt/2012/05/01/to-increase-revenue-stop-selling/
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