The Herman Trend Alert
January 20, 2016
The Future of Sales
Most aspects of business processes are evolving and sales is no exception. Some of the changes we are seeing in the sales process are aligned perfectly with other areas, e.g., most business processes are being affected by technology.
Convergence of Sales and Marketing
Modern technology has made available a wealth of data to prospects. That availability has led to a convergence of marketing and sales, as well as the advent of new concepts like "social selling" and "smarketing" and other changes. With all of this information at their fingertips, prospects are now in charge. To be successful, sales representatives need to change the way they interact with prospects. The best sales reps will make their prospects feel like they are receiving support and counsel.
Technology is Transforming the Role
In the coming years, the functionality of sales technology will evolve to reflect the changing role of the salesperson. The big news here is not only the automation of sales' tasks, but also a much higher degree of personalization to each prospective customer. According to Demand Metric, 61 percent of buyers are more likely to do business with companies that deliver custom content and that percentage will probably increase over time. The opportunity is to use the new technology to make each buyer feel special and appreciated. Moreover, the best salespeople will help prospects identify problems and opportunities they may not have yet recognized.
"The Future of Sales is in the Data" (Max Altschuler, CEO Sales Hacker, Inc.)
Because it's cheaper and more actionable than ever before, data will help sales teams to be more efficient in finding and selling leads with information they may exploit to achieve higher levels of success. In the future, customers will be even more digitally driven than they are today. Salespeople will meet customers on that digital playing field wherever and whenever the customer wants.
Social Media for Fun and Profit
In our inter-related and -connected world, 74 percent of adults now use social networking sites regularly. Facebook has 1.44Billion active monthly users. Currently, any successful sales strategy will include regular use of social platforms in ways that are tactical and authentic.
Sales organizations will either be strategic or transactional. Needless to say, strategic sales organizations will deliver greater benefits to their customers and therefore, be more highly valued. Transactional sales organizations will get bogged down in the details and end up creating and delivering far less value.
In May, Joyce will deliver a seminar in Sao Paulo, Brazil, looking at the Future of Sales and other issues key to hiring and keeping talented salespeople. For more information, contact Dr. Alberto Perazzo at TDC at (55 11) 3744 6582.>
© Copyright 1998-
by The Herman Group, Inc. -- reproduction for publication is encouraged, with the following attribution: From "The Herman Trend Alert," by Joyce Gioia, Strategic Business Futurist. 336-210-3548 or https://hermangroup.com. To sign up, visit https://HermanTrendAlert.com. The Herman Trend Alert is a trademark of The Herman Group, Inc."
HOW DOES SHE DO IT?
Our author Joyce gets quoted in TIME Magazine and other national media on a regular basis. You can, too! Sign up for ExpertClick.com. You will be found by the news media and in Google search: 1. Through your personal search-engine-optimized press room by 39 topics you choose; 2. By news releases pushed out 10 ways including Google News; 3. Be found in the 2020 printed Yearbook of Experts, Authorities & Spokespersons. Save 15% when you register by October 31st @ http://www.ExpertClick.com/Discount.
APF'S FUTURES FESTIVAL IN 3 DAYS: ONLINE OCTOBER 24TH: FULL SPECTRUM FUTURES
The Association of Professional Futurists proudly presents its annual online learning experiences on Full Spectrum Futures. Network with leading futurists from all over the world. And best of all, it's free to attend, though contributions are encouraged to help defray costs. For more information, visit here.
OUR VERSATILE TRANSLATOR ROCKS!
Excellent translation services from English, French, or German into Spanish. Especially well-versed in medicine/pharma and automobile industries. 5-year Bachelor Degree in Translation. Also editing and proofreading of all kinds of Spanish language documents. Flexible rates, depending on number of words, degree of difficulty/technicality, and turnaround. For an instant quote email Mariana Campora Lesti at email@example.com or contact her on SKYPE at marianacampora.
To read this Herman Trend Alert on the web: https://hermangroup.com/alert/archive_10-21-2020.html.
Herman Trend Alerts are produced by the Herman Group, strategic business futurists, Certified Management Consultants, authors, and professional speakers.
New subscribers are always welcome. There is no charge for this public service. The Herman Trend Alert is read by over 30,000 people in 90 countries, including other websites and printed periodicals. Click here to sign up for the Herman Trend Alert.
Do you enjoy receiving this weekly e-mail update? Contact us about our co-branded Herman Trend Alert service.
Subscribe or Unsubscribe to weekly Herman Trend Alert
View this week's Herman Trend Alert
Archived Weekly Herman Trend Alerts