“What’s the future of selling and how will it your B2B sales plan this year and next?
Who better to answer this question than Dave Brock. Dave is the author of Sales Manager Survival Guide and the upcoming Sales Executive Survival Guide. He has been working with Brent Adamson and Gartner on research designed to identify the future of sales.
In this 12 minute video Dave emphasised that to understand the future of selling we must first study the future of buying. If we know the buying challenges buyers face, then we know how we need to prepare as sellers to help them navigate the buying journey.
He explains the emerging challenges buyers face – like increasing complexity. information overload and more people having a say in the decision.
He referred to research that shows that 53% of buying journeys never make it to a decision. This is both a threat and an opportunity for sellers. The opportunity is the exciting part.
He said; “We as salespeople are expert in our domain on how customers should buy. We can create a lot of value if we don’t focus so much on buying my product, but more on how we can help you navigate through to solving your problem”.
Do you agree?
If you are thinking about your selling strategy for the future I think you will get a lot of value from this discussion.”