Navigating the ever-evolving landscape of sales can feel like trying to catch a greased pig.
It’s fast unpredictable and you need a solid strategy to get a grip.
But fear not my fellow sales warriors because I’m here to share some insights from the trenches.
2017 brought a wave of seismic shifts in the sales world and understanding these trends is crucial for success.
So grab your favorite beverage settle in and let’s dive into the top sales trends that rocked the industry back in 2017.
Ready to level up your sales game? 💥 This blog post breaks down the top sales trends from 2017 and how you can leverage them for success. Get those insights and dominate the market!
AI: Your New Sales Sidekick Not Your Replacement
Ready to level up your sales game? 💥 This blog post breaks down the top sales trends from 2017 and how you can leverage them for success. Get those insights and dominate the market!
Remember those sci-fi movies where robots take over the world? Well in the sales world AI isn’t here to steal our jobs.
It’s more like a superpowered sidekick.
We’re not talking about sentient machines taking over our desks; we’re talking about tools that amplify our human capabilities.
Think call intelligence email automation and even AI-powered coaching for Sales Development Representatives (SDRs).
Imagine a world where your SDRs are constantly learning and improving based on real-time data analysis.
That’s the power of AI.
It helps analyze call recordings automatically transcribe conversations and then provide actionable insights for better coaching.
This level of data-driven feedback creates a more efficient sales process making SDRs more effective and valuable.
The role of the SDR itself is undergoing a transformation.
They’re evolving into a hybrid position that bridges the gap between mid-market and enterprise sales.
It’s a game changer.
The benefits go beyond just efficiency.
AI helps us move away from “spray and pray” tactics and embrace data-driven strategies.
We can identify the most effective sales tactics optimize our approach and ultimately achieve better results.
Think of it as a powerful tool that allows us to focus on what we do best: connecting with customers and building relationships.
Customer Success: Beyond Just Closing the Deal
Remember the good old days when we focused solely on landing new customers? Well those days are gone.
Now customer success is king.
It’s not just about signing a contract; it’s about ensuring that your clients are thriving with your product or service.
This means shifting our focus from short-term gains to long-term customer relationships.
We need to understand our customers’ needs identify potential upselling opportunities and proactively address any challenges they might face.
Customer success isn’t just a department; it’s a company-wide philosophy.
But how do we actually achieve this? Here’s the secret sauce:
- Data-Driven Insights: Leverage analytics to identify customers with high lifetime value (LTV) and focus on nurturing those relationships.
- Dedicated Customer Success Roles: Invest in dedicated customer success professionals who are responsible for ensuring customer satisfaction and driving adoption.
- Proactive Engagement: Don’t wait for customers to come to you with problems. Anticipate their needs and provide solutions before they even realize they need them.
Investing in customer success is a long-term play.
It’s about building a loyal customer base that not only generates revenue but also becomes brand advocates.
Think of it like cultivating a garden: you need to nurture and care for your plants to see them flourish.
Sales and Marketing: A Powerful Partnership
For too long sales and marketing have operated in silos.
They’ve been like two ships passing in the night both heading towards the same destination but failing to coordinate their efforts.
2017 saw a paradigm shift in this thinking.
Sales and marketing are becoming increasingly intertwined forming a powerful partnership that drives revenue and customer satisfaction.
This is where Account Based Selling (ABS) and Account Based Marketing (ABM) come into play.
Imagine a scenario where both sales and marketing are laser-focused on the same target accounts.
They work together to develop a comprehensive strategy that aligns with the customer journey.
This approach leads to more targeted campaigns better lead quality and increased conversion rates.
The data speaks for itself.
When sales and marketing align it leads to:
- Improved Revenue Growth: A synergistic approach drives higher conversion rates and increases ROI.
- Greater Efficiency: Targeted efforts eliminate wasted resources and improve the effectiveness of both teams.
- Enhanced Customer Experience: A unified approach delivers a seamless customer journey fostering stronger relationships.
Data-Driven Insights: Your Secret Weapon
The old adage “you can’t manage what you don’t measure” rings truer than ever in the modern sales landscape.
It’s not enough to simply close deals; we need to understand the underlying drivers behind our success.
This is where data analysis comes in.
Imagine being able to analyze your sales cycle and identify the key factors that contribute to a successful close.
It’s like having a roadmap that reveals the hidden bottlenecks and opportunities.
By leveraging data-driven insights we can:
- Optimize Our Sales Process: Identify areas for improvement streamline workflows and create more efficient sales cycles.
- Empower Our Sales Team: Provide them with the insights and tools they need to close deals more effectively.
- Track Key Performance Indicators (KPIs): Monitor progress identify areas for improvement and make data-driven decisions.
Remember data is not just about numbers; it’s about understanding the stories those numbers tell.
We need to ask the right questions and use the insights we gather to make strategic decisions.
The Rise of the SME: Expertise is King
In a world saturated with information expertise becomes a highly sought-after commodity.
This is where Subject Matter Experts (SMEs) come in.
They are the deep-experts who possess in-depth knowledge about specific industries technologies or solutions.
Think of them as the ultimate consultants who can navigate the complexities of the market and provide valuable insights to your sales team.
SMEs bring a unique blend of industry expertise and technical proficiency making them invaluable assets to any sales organization.
While finding and recruiting SMEs can be a challenge the benefits far outweigh the effort:
- Enhanced Credibility: Their expertise instills confidence in your prospects leading to stronger relationships and increased conversions.
- Improved Sales Conversations: They can provide valuable insights and tailored solutions that address specific customer needs.
- Differentiation from Competitors: Their unique knowledge and perspectives set you apart in a crowded marketplace.
In a world where information is readily available it’s the depth of expertise that truly makes a difference.
SMEs can help you establish thought leadership and stand out from the competition.
The Sales Landscape: A World of Opportunity
The sales landscape is constantly evolving.
New technologies changing consumer behavior and an increasingly competitive marketplace demand that we stay agile and adaptable.
By embracing the trends we discussed we can equip ourselves with the tools knowledge and mindset to thrive in this dynamic environment.
2017 marked a turning point in sales and the lessons learned are still relevant today.
By embracing AI prioritizing customer success fostering strong sales-marketing partnerships utilizing data-driven insights and recognizing the value of SMEs we can create a sales strategy that empowers us to achieve our goals and build lasting success.
Remember it’s not just about closing deals; it’s about building relationships that drive long-term value.
So let’s go out there embrace these trends and become the sales masters of the future!
Ready to level up your sales game? 💥 This blog post breaks down the top sales trends from 2017 and how you can leverage them for success. Get those insights and dominate the market!