Technology is constantly evolving and companies are now realizing the benefits that it can bring to every level of their organization.
Marketers have upped their game and have evolved their strategies and tactics to embrace cutting edge technologies. From print and billboard ads that stretch back to the 1730’s, to search engine marketing in the 1990’s and modern day strategies such as social media, email marketing and mobile marketing, the professional of marketing as a whole seems to have adapted to its constantly evolving environment to better serve the modern buyer.
But what about sales? How have sales teams adapted their strategies and processes to sell to the modern buyer?
The truth is that they haven’t evolved as fast as marketing. However, in more recent years there has been an explosion of sales technologies into the scene.
At Sales for Life, we are huge believers in leveraging these technologies to sell better and more efficiently, as long as our sales team has the correct mindset and skillset to compliment the toolset.
I’m sure that you’ve heard the saying, “a fool with a tool is still a fool.” A weaker approach to taking advantage of a sales stack is not properly showing the team the WHY and HOW first.
Processes must first be manually completed to illustrate value — only then can technology be used to mechanize and scale the process.
The old-school sales mindset is completely dated. As Jill Rowley says, ABC, which used to stand for “Always be closing” now stands for “Always be connecting”.
The pushy nature of traditional sales techniques is detrimental when selling to the modern buyer, who has completed 57% of their journey before speaking to a sales professional. Building trusted customer relationships is a strategic imperative for modern organizations, and one that requires a stronger tether between marketing and sales. Salespeople can use social tools such as LinkedIn to help facilitate these trusted customer relationships.
The other important part of a sales professional’s day-to-day needs to be the development of their skillset.
Technology is great. Having a modern mindset is great. But what use are both of these if your sales team is not equipped with the right set of skills to link them? Although many salespeople may have characteristics that make them a natural fit for a position in sales, effective selling is still a skill that must be developed. This is where sales training comes in.
I’m sure I’m not the only person who has attended a conference or a one-day workshop that was packed full of information, only to forget 95% of the information a month afterwards. In fact, 70% of people forget what was taught within only 24 hours of the training experience.
Continuous training addresses your sales team’s challenges on a more frequent basis and gives you a competitive advantage.
While new sales technologies are increasing the efficiency and success of sales teams, organizations who fail to take a more holistic and integrated approach with these technologies will fail to drive adoption, to see results and ultimately survive as a company.
Join Jamie Shanks this Thursday, October 20th at Sales Acceleration Technology Summit where he will be presenting a detailed session about this topic. Jamie will take a deep dive into the ideal mindset, skillset and toolset that is required to scale sales success.
Register for free here: https://www.insidesales.com/events/sats/?a=sat168