The Role of Salespeople Will Evolve in 2015


May 22, 2015 Facebook Twitter LinkedIn Google+ Columns


Savvy customers don’t value old-school, pressure-based, manipulative sales methods.

In fact, many executives say they’ll decide to not select a vendor because of a negative sales experience.

As customers increasingly value subject-matter experts, salespeople need refined consultative skills.

 

Top companies will invest prudently in teaching those individuals how to identify and cultivate opportunities that are a great fit for your business – not old-school selling tactics. They’ll discover how customers make buying decisions and what you can do to add the most value for your customers. This will lead to better alignment between buyers and sellers and will put both parties on the same side of the

Tightly Integrated Sales & Marketing

According to The Digital Evolution in B2B Marketing research by CEB and Google, the average customer is more than half-way through the purchase process (70% on the high end) before speaking with a vendor.

 

This means that content marketing and sales strategy must be tightly integrated.

According to SiriusDecisions, B2B organizations with tightly aligned marketing and sales achieved 24% faster revenue growth and 27% faster profit growth over a three-year period.

Read more http://www.forbes.com/sites/ianaltman/2014/12/09/455/

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