20 top experts share 20 trends transforming sales in 2014
Post on 15-Sep-2014
12 views
DESCRIPTION
With the New Year in full swing, 20 top sales experts share their predictions for sales trends in 2014.TRANSCRIPT
FROM TOP SALES
EXPERTS:
Transforming SALES IN 2014
24 TRENDS
Over the last twenty years, the way people work, live, shop, and buy has
fundamenta!y changed.
And it’s sti! changing.
Here’s what 20
top sales experts foresee for the
sales industry in 2014.
2014 will be the year that ‘always be selling’ will be replaced with ________________.
Always be coaching.
Predicted By: Jason Jordan Partner, Vantage Point Performance
Always be transparent.
Predicted By: Rick Roberge Advisor to Sales Rock Stars
Always be helping.
Predicted By: Mark Roberge CRO, HubSpot
In 2014, traditional sales tactics will be replaced with _______________.
Insights-led engagement. Donal Daly CEO, TAS Group
Insights-led engagement. Donal Daly CEO, TAS Group
Blending of inbound & inte!igent outbound. Trish Bertuzzi President, The Bridge Group
Insights-led engagement. Donal Daly CEO, TAS Group
Blending of inbound & inte!igent outbound. Trish Bertuzzi President, The Bridge Group
Sincere emails and social rapport. Kyle Porter CEO, SalesLoft
Insights-led engagement. Donal Daly CEO, TAS Group
Blending of inbound & inte!igent outbound. Trish Bertuzzi President, The Bridge Group
Sincere emails and social rapport. Kyle Porter CEO, SalesLoft
Personal brands to a%ract prospects. Rick Roberge Advisor, Sales Rock Stars
Insights-led engagement. Donal Daly CEO, TAS Group
Blending of inbound & inte!igent outbound. Trish Bertuzzi President, The Bridge Group
Sincere emails and social rapport. Kyle Porter CEO, SalesLoft
Personal brands to a%ract prospects. Rick Roberge Advisor, Sales Rock Stars
Better targeting of high-value prospects. Jason Jordan President, Vantage Point Performance
And the biggest sales trends emerging in 2014?
“WE NEED MORE LOCAL CONFERENCES TO BUILD AUDIENCES, SHARE USEFUL IDEAS, AND HELP PEOPLE get things done RIGHT AWAY.”
Aaron Ross Author, Predictable Revenue
Gerhard Gschwandtner CEO, Selling Power
“KNOWLEDGE AND SKILLS HAVE BECOME sh&ting sta' IN THE SALES UNIVERSE – AND THEY’RE BURNING OUT. IN 2014, PASSION, CURIOSITY, AND INSIGHTS WILL BE THE SHINING STARS; THEY ARE THE TRUSTED GUIDES FOR THE BUYING JOURNEY.”
“WE ARE GOING TO SEE AN INCREASE IN legitimate a(ountability RESULTING FROM PROACTIVE SALES MANAGEMENT. WE CAN'T KEEP LOOKING BACK TO 2008-2009 WHEN IT WAS ACCEPTABLE TO GIVE A PASS FOR POOR RESULTS. IT'S TIME TO PRODUCE!”
Mike Weinberg Consultant, Coach, and Author
“THIS IS THE year of technolo* FOR SALES REPS. SALESPEOPLE WILL GET TO GOAL FASTER AND SERVE THEIR CUSTOMERS MORE EFFECTIVELY.” Mark Roberge
CRO, HubSpot
“2014 IS THE year of the salespe+on. THOSE WHO DEVELOP PERSONAL EXPERTISE AND BRING VALUE TO EACH INTERACTION WILL DOMINATE.”
Jill Konrath CEO
“WHILE ‘INSIGHT’ SELLING HAS BEEN THIS YEAR’S APPROACH DU JOUR, THE VALUE OF QUICKLY TRANSITIONING FROM PONTIFICATION TO active listening WILL RE-EMERGE AS THE REAL KEY TO LONG-TERM SALES SUCCESS.”
Frank Visgatis President & COO, Customer Centric Selling
“I BELIEVE THE THIRST FOR GENUINE AND INDIVIDUALLY CREATED QUALITY CONTENT WILL MEAN THAT SALESPEOPLE (LIKE COMPANIES) WILL NEED TO differentiate themselves. THEY’LL NEED TO PROVIDE EXPERTISE IN THEIR SPACE FOR THEIR PROSPECTS.”
Frank Belzer Author, Sales Shift
“THE BIGGEST TREND EMERGING IN SALES THIS YEAR IS DYNAMIC, SPECIFIC, AND ENGAGING email subject lines.”
Jon Birdsong CEO, Rivalry
“AS MORE OF THE ‘FACEBOOK GENERATION’ BECOMES THE NEXT GENERATION OF CMOS, CTOS, AND CIOS WITHIN CORPORATIONS ... SALES PROFESSIONALS IN 2014 WILL HAVE TO LEAN MORE ON BETTER PRODUCTS, BETTER SOLUTION SELLING, AND A MUCH MORE informed buyer THAN THEY EVER HAD TO BEFORE.”
Mike Brown Jr. General Partner, Bowery Capital
Andy Paul Founder, Zero-Time Selling
“2014 WILL BE THE END OF THE ‘SALES GENERALIST.’ CUSTOMERS WANT TO WORK WITH SALES REPS WHO HAVE industry and product expertise – WHO CAN HELP THEM MAKE BETTER AND FASTER PURCHASE DECISIONS.”
Armando Mann, VP of Sales and Customer Success, RelateIQ
“2014 WILL BE THE YEAR OF THE ‘super-powered salespe+on.’ BY EMPOWERING REPS WITH MORE INSIGHTS THAT ARE BETTER ORGANIZED THAN EVER BEFORE, WE'RE GOING TO SEE THE PERFORMANCE OF TEAMS AND INDIVIDUAL REPS SKYROCKET.”
“WITH THE DEMAND FOR INSIDE SALES REPS FAR OUTSTRIPPING SUPPLY,
2014 IS THE YEAR ORGANIZATIONS ARE GOING TO HAVE TO GET creative ABOUT RESOURCE ALLOCATION AND TERRITORY COVERAGE.”
Trish Bertuzzi President, The Bridge Group
“IT WILL BE RECOGNIZED THAT THERE IS NOT A DEFICIT IN DATA OR ANALYTICS, BUT A DEFICIT IN insight.”
Donal Daly CEO, TAS Group
“2014 WILL BE ABOUT MATCHING THE SOPHISTICATION OF AN EDUCATED BUYER. THE BEST SALES PROFESSIONALS WILL go and find WHERE THOSE CONVERSATIONS ARE HAPPENING AND CHIME IN WITH HELPFUL FEEDBACK TO EARN CREDIBILITY BEFORE THEIR COMPETITORS EVEN ENTER THE DISCUSSION.”
Danielle Herzberg, Senior Sales Manager, HubSpot
“SALES NEEDS TO HELP PROSPECTS IN THEIR BUYING PROCESS. Every touch NEEDS TO BRING VALUE OR PROVIDE A CHALLENGE FOR THEM TO THINK ABOUT.”
-Michael Damphousse CEO/CMO, Greed Leads
As you start selling in 2014, k.p these trends in mind.
Here’s a fr. t&l to help along the way ...
Signals, a free Chrome extension that alerts you when a prospect opens or clicks your emails.
GET SIGNALS FOR FREE TODAY
HAPPY NEW YEAR.
