Welcome to a new Sales Reality
Current developments around Internet and Social Media drive the biggest change since the industrial revolution with huge social and economic impact.
Customers are faced with an abundance of information. And in the new Connected Enterprise, influence is not longer limited to the traditional Decision Making Unit. Influencers pop up any time, anywhere, now everybody is connected.
The competitive landscape is changing accordingly. Start-ups are connecting, enabled by their scale and agility. New business models are being developed based on open-innovation and co-creation. Solutions are becoming globally available, making your customers more demanding then ever.
Customers are changing, Sales should change in the same direction
Customers are less influenced by traditional 1:1 relationships with Sales. Effects seen in B2C are now starting to appear in B2B. Companies are delivering comparable solutions so offering additional value is becoming crucial. While the more basic sales activities are moving online, Sales should focus on establishing Trusted Advisor Relationships.
Proper use of new technologies becomes a decisive factor in the Sales process. Sales Excellence in the new Sales Reality requires a formalized Sales Methodolgy, integrated with your CRM and optimized by following lean Sales principles.
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