Written by Sean McPheat |
I came across three interesting quotes while doing research the other day, and they all give an insight into the future of sales.
See what you think when you read these:
“The modern consumer is digitally-driven, socially-connected and mobile-empowered. Sales reps will need to adapt or be replaced” – Jill Rowley, Evangelist for Social Selling
“Your lead-generation methods need to be assessed. Do your best to move from less assertive methodologies to those that are more assertive and more effective. That’s where the results are” – Ken Krogue, Inside Sales
“Technology is a double-edged sword. Just as salespeople are moving into the future, the buyers are already ahead of us” – Koka Sexton, LinkedIn
What it made me think is that the future is approaching us much more rapidly than many of us suspected.
What does this mean for us involved in sales?
If the future prospect is digitally-driven and socially connected, we have to match their need for technology-based opportunities.
Today’s sales processes will not work in the future, because they are grounded in the way old buyers used to buy.
By embracing the new way buyers are making decisions these days, you become the kind of salesperson that buyers actually want to see.in the future.
B2B buyers are self-educating online before making any enquiries about the products and services you may be offering.
This means that prospects are and will be wanting companies to make their buying decisions easy, and it’s going to be the digital path that will guide them to the right decision.
What does this mean for you?
You don’t need me to tell you this means your digital brand and digital presence needs to be improved exponentially.
The old way of selling (prospecting, information-seeking, presenting, negotiating, closing) needs to be evolved to integrate all the digital technology that is now available.
Buyers will be making decisions before they even contact you.
This entails a lot of pre-work on their part, but the information that is available to them will help them drive their decision-making process further down the line before contacting you.
Take a look at the direction that your digital marketing is going now, so you can see what needs to happen in the future.
If you don’t, you may see yourself and your company falling behind in the sales stakes.
Originally published: 9 August, 2016