Shifting Worlds of Sales

| categories: Blog, remote sales, sales

Last week, I read a great article by Paul Keijzer, Are You Ready For The ’Skillpreneurs’ Revolution?, he spoke about his thoughts on recruiting ‘skillpreneurs’ and mentioned the annual prediction for 2015 by Josh Bersin:

“The number 1 key trend is: Engagement, retention, culture and inclusion have become front burner issues.”

I think that’s not only an important trend for recruitment but for the whole company, small or big. Treat everyone as your customer.

In our earlier blog, Inside Sales – Today’s Reality?, we spoke about the importance of human interaction. People buy from or want to join your company for reasons other than those of 10 years ago.

The End of Solution Selling

This trend has also been described by an article on the HBR – The End Of Solution Sales. From this article:

The hardest thing about selling today is that customers don’t need you the way they used to (…) companies can readily define solutions for themselves.

But the news is not all bad.

Although traditional reps are at a distinct disadvantage in this environment, a select group of high performers are flourishing. These superior reps have abandoned much of the conventional wisdom taught in sales organizations. They instead coach those change agents on how to buy, instead of quizzing them about their company’s purchasing process.

Is Insight Selling Ready for the Challenge?

From Outside or Field Sales to Inside Sales

Sales strategy expert Steve W. Martin wrote about this shift: “Many sales organizations are transitioning from a field sales model to an inside sales model, where inside salespeople work independently and are directly responsible for closing business, working primarily by phone or email.”

Necessarily, your inside sales team needs sophisticated video, chat and share solutions, which are used as substitutes for face-to-face meetings.

In three weeks, we will launch a new version of Surfly, which will really help you to reach out to your clients and customers remotely.

Be early Informed about the new Features.
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