The Future of Sales®
The Future of Sales®
If I had a dollar for every pandemic-fueled article I’ve read about the future of sales, I’d be planning a trip to Hawaii right now. We all know that the coronavirus has ushered in a new era of remote selling, but it’s also had an impact on virtual buying. Gartner has a strong point of view about the future of sales – specifically, how sales leadership should be focused on moving organizations from a seller-centric to a buyer-centric orientation that includes shifting “analog sales processes to hyper-automated, digital-first engagement with customers.” Put briefly, sales leaders need to get busy implementing several buyer-centric strategies that analyst Dave Egloff has painstakingly outlined on his blog.
Now that Elon Musk has monkeys playing video games with their minds, our cyborg future can’t be too far off. However, enhancing human capabilities with technology doesn’t have to conjure up images of RoboCop in a dystopian future. In the world of sales, technology can provide reps with the tools and insights they need to close deals like the Six Million Dollar Man – better, stronger, faster (but without surgery). Forrester Research believes this to be the case, and recently wrote an article on the values of the “Tech-Enhanced Sales Rep.” These enhancements revolve around a concept called “dynamic guided selling” that places your reps at the center of your sales tech stack. It’s time to get your reps teched-up. Resistance is futile.
Happy employees beget happy customers (and more $$)
You had better sit down. New research from Salesforce reveals some groundbreaking insights. Did you know that happy customers buy more? Of course you did. That’s not the insight. Salesforce analyzed research from 25,000 survey respondents and found that a key driver of happy customers is…(wait for it)…happy employees. More importantly, the data reveals how improving the employee experience with workflow automation translates to a better customer experience and more revenue. The logic behind this isn’t too complicated. Automating repetitive tasks gives employees more time to be more creative, strategic, and attentive – which ultimately benefits customers. Happy staff, upward graph.
IN THE GROOVE
Let’s be honest. As a profession, sales often gets a bad rap. From purveyors of snake-oil to used-car salesmen, shifty sellers have tarnished an essential, valuable, and fulfilling career for the rest of us who practice the art with our principles and integrity intact. As it turns out, “let’s be honest” is more than just an expression, it’s also a guiding principle at Groove. Our co-founders left sales management positions at Google to build a sales tech company that mirrored their values for ethical selling. From the beginning, Groove has nurtured a sales culture where honesty and principle are valued more than winning at all costs. This approach has been essential to our growth and customer retention – and it’s also just earned Groove a Gold Stevies Award for Ethics in Sales. It turns out that honesty does pay at the end of the day.
LEARN SOMETHING NEW
Take a deep breath. Now exhale.
In the ancient art of yoga, renewal comes when you relax your body and clear your mind. In the world of sales, no amount of downward dogs or tree poses will get a customer to renew, but the focus you get from these activities can certainly help. Once you convert a prospect into a customer, it can be tempting to divert all of your attention to finding the next whale. However, taking customer renewals for granted will negatively impact both customer retention and recurring revenue. Customers renew when they value the relationship, which is why it’s essential to follow a measured approach to make sure that they do. According to the LinkedIn Sales Blog, there are three keys to a successful renewal business, and they all involve delivering value and providing an exceptional experience. Take a deep breath. You’ve got this. Namaste.
Everyone is different. I know this, because that’s what my mom told me when none of my friends joined my stamp collecting club. This maxim is also essential in sales, which is why segmentation is so important. The better you are at segmentation, the better you’ll be at having relevant and fruitful conversations with prospects. So what are some of the best ways to segment your customers? Some might start with industries or roles. Others might segment by specific pain points. There have been entire books written about the topic, but if you don’t have that kind of time right now, we have another option for you. Forbes invited 14 sales experts to share their top segmentation strategies in a series of neat and discrete morsels. If you’d rather read a book, that’s fine too. Everyone is different.
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