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May 04, 2012

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Where are YOUR Customers?

 I read an article this week from Forbes magazine (Here's Why Google and Facebook Might Completely Disappear in 5 Years), and a couple of points got me thinking.

Point #1 - the web is dead.  Ok, so that's a bit of an inflammatory point, but it's not the first time I've read that.  The point is that we've all graduated from "looking it up on the web" to "there's gotta be an app for that".  The web is now an infrastructure, and we get where we want by going someplace specific -- it's not as random as it once was.

Point #2 -- from Web 1.0 to Web 2.0 to ... MOBILE!   It's just not news anymore: the world *is* going mobile.  With the proliferation of smartphones and tablets, no worker (white or blue collar) is tethered to a desk any longer - not even a laptop.  I recently read that the majority of new 2-year wireless service contracts are going to tablets.  Gartner predicts that the volume of tablets will almost double this year, and increase by at least 25% again in 2013.  

Having recently attended the AA-ISP Annual Leadership Conference for inside sales professionals, it's clear that many of us still conduct our daily business from an office.. most of the time.  And yet, at the conference, I used my tablet more than my laptop.  I saw conference attendees using their tablets as well.  When I came back, and started calling my customers, I learned that the majority of *their* customers are increasingly asking about tablet access.   Just yesterday, one of my customers made exactly that point, "Our [his] customers are always tight on time, about 50-50 for technically savvy, and absolutely more and more are on smartphones and tablets."

Which leads me to wonder ... where is our selling process headed when we arm our sales people with cumbersome webinar technology with which to meet their customers for an online meeting?  

Are your customers like the one described above?  always tight on time, maybe technically savvy, maybe not, and increasingly mobile?  Or are you lucky enough to have customers with extra time on their hands, lots of technical expertise to pour into your meeting, and tethered?




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