In this clip from the What Sales Can Learn From series featuring Karthi Mariappan, Karthi discusses how selling changed in the past few years and what new opportunities there are for sellers to connect with prospects and buyers.

Carole Mahoney:
Selling has changed. We know this intuitively, we know this by just observation. But how has it changed in the past few years and what do you see as the new opportunities for sellers in able to connect with prospects and buyers? You mentioned a couple of things about empathy, not being tone deaf. What else should we be doing?

Karthi Mariappan:
Yes. The important part, even pre-COVID or the past few years, what we are seeing is what I call it is engagement-based selling. So, what I say is understand how do you engage with your prospect, with your customer, for keeping the retention, everywhere engagement plays an important part.

For the engagement to be very authentic and real, you have to be really engaging with them, with that understanding. And what is that which is helping today is videos is helping in that real authentic messaging. And by indirectly, videos are engaging medium.

So, if you could use videos in your selling to be real and authentic, that is one clear change we are seeing in the recent years.

Carole Mahoney:
Yeah, because I think even in this day and age, in this digital age, in this virtual age, working from home is new, virtual selling is now being forced on everyone. And if you look at the data, I actually have looked and analyzed some data and it shows that only 41% of salespeople worldwide across industries and cultures are really suitable to be able to work from home, that have the self discipline and the motivation to be able to get that done.

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