the future of selling
Look at the dramatic role that technology plays in our buyers’ behaviors when looking to solve a problem or address a need. Buyers now report being nearly 57 percent of the way through the sales process before engaging a sales professional, regardless of the price point.
Here’s the rub for those of us working in the sales profession: CEB’s research also shows that sales professionals’ selling behaviors are not evolving quickly enough to keep pace with their buyers’.
What does this mean? It means that the product training you likely receive coupled with a robust sales process—the one you hopefully experienced during your sales onboarding—is no longer enough to arm you to successfully navigate a changed and still-changing selling environment. The traditional methodologies and sales processes don’t work, because buyers are no longer using traditional methods to make purchasing decisions. The traditional methodology of matching solutions to buyers’ needs is no longer a differentiator.
Our presence can be the difference. Successful sales professionals “become the value themselves, work with buyers collaboratively, and create real change for their customers.”