0
FROM TOP 
SALES 
EXPERTS: 
24 TRENDS 
Transforming 
SALES IN 2014
Over the last twenty years, the way 
people work, live, shop, and buy has 
fundamentally changed.
And it’s still changing.
Here’s what 20 
top sales experts 
foresee for the 
sales industry in 
2014.
2014 will be the year that 
‘always be selling’ 
will be replaced with 
________________.
Always be coaching. 
Predicted By: 
Jason Jordan 
Partner, Vantage Point Performance
Always be transparent. 
Predicted By: 
Rick Roberge 
Advisor to Sales Rock Stars
Always be delighting. 
Predicted By: 
Kyle Porter 
CEO, SalesLoft
Always be helping. 
Predicted By: 
Mark Roberge 
CRO, HubSpot
In 2014, traditional sales 
tactics will be replaced 
with _______________.
Donal Daly 
CEO, TAS Group 
Insights-led engagement.
Donal Daly 
CEO, TAS Group 
Insights-led engagement. Trish Bertuzzi 
President, 
Blending of inbound & intelligent outboun...
Donal Daly 
CEO, TAS Group 
Insights-led engagement. Trish Bertuzzi 
President, 
Blending of inbound & intelligent outboun...
Donal Daly 
CEO, TAS Group 
Insights-led engagement. Trish Bertuzzi 
President, 
Blending of inbound & intelligent outboun...
Donal Daly 
CEO, TAS Group 
Insights-led engagement. Trish Bertuzzi 
President, 
Blending of inbound & intelligent outboun...
And the biggest sales 
trends emerging in 2014?
“WE NEED MORE LOCAL CONFERENCES TO 
BUILD AUDIENCES, SHARE USEFUL IDEAS, AND 
HELP PEOPLE get things done RIGHT AWAY.” 
Aa...
“KNOWLEDGE AND SKILLS HAVE BECOME shooting stars IN THE 
SALES UNIVERSE – AND THEY’RE BURNING OUT. IN 2014, 
PASSION, CURI...
“WE ARE GOING TO SEE AN INCREASE 
IN legitimate accountability RESULTING FROM 
PROACTIVE SALES MANAGEMENT. WE 
CAN'T KEEP ...
“THIS IS THE year of technology FOR SALES 
REPS. SALESPEOPLE WILL GET TO GOAL 
FASTER AND SERVE THEIR CUSTOMERS 
MORE EFFE...
“2014 IS THE year of the salesperson. 
THOSE WHO DEVELOP 
PERSONAL EXPERTISE AND 
BRING VALUE TO EACH 
INTERACTION WILL DO...
“WHILE ‘INSIGHT’ SELLING HAS 
BEEN THIS YEAR’S APPROACH DU 
JOUR, THE VALUE OF QUICKLY 
TRANSITIONING FROM 
PONTIFICATION ...
“I BELIEVE THE THIRST FOR GENUINE 
AND INDIVIDUALLY CREATED QUALITY 
CONTENT WILL MEAN THAT 
SALESPEOPLE (LIKE COMPANIES) ...
“THE BIGGEST TREND EMERGING IN 
SALES THIS YEAR IS DYNAMIC, SPECIFIC, 
AND ENGAGING email subject lines.” 
Jon Birdsong 
C...
“AS MORE OF THE ‘FACEBOOK GENERATION’ 
BECOMES THE NEXT GENERATION OF CMOS, 
CTOS, AND CIOS WITHIN CORPORATIONS ... 
SALES...
“2014 WILL BE THE END OF THE 
‘SALES GENERALIST.’ CUSTOMERS 
WANT TO WORK WITH SALES REPS 
WHO HAVE industry and product e...
“2014 WILL BE THE YEAR OF THE ‘super-powered salesperson.’ BY 
EMPOWERING REPS WITH MORE INSIGHTS THAT ARE BETTER 
ORGANIZ...
“WITH THE DEMAND FOR INSIDE SALES REPS FAR OUTSTRIPPING SUPPLY, 
2014 IS THE YEAR ORGANIZATIONS ARE GOING TO HAVE TO GET c...
“IT WILL BE RECOGNIZED THAT THERE IS 
NOT A DEFICIT IN DATA OR ANALYTICS, BUT 
A DEFICIT IN insight.” 
Donal Daly 
CEO, TA...
“2014 WILL BE ABOUT MATCHING THE SOPHISTICATION OF AN 
EDUCATED BUYER. THE BEST SALES PROFESSIONALS WILL go 
and find WHER...
“SALES NEEDS TO HELP 
PROSPECTS IN THEIR BUYING 
PROCESS. Every touch NEEDS 
TO BRING VALUE OR PROVIDE 
A CHALLENGE FOR TH...
As you start selling in 
2014, keep these trends in mind.
Here’s a free tool to help 
along the way ...
Sidekick, a free Chrome extension that 
alerts you when a prospect opens or clicks 
your emails. 
GET SIDEKICK FOR FREE TO...
HAPPY NEW YEAR.
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20 Top Experts Share 20 Trends Transforming Sales in 2014

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With the New Year in full swing, 20 top sales experts share their predictions for sales trends in 2014.

Published in: Business, Education

Transcript of "20 Top Experts Share 20 Trends Transforming Sales in 2014"

  1. 1. FROM TOP SALES EXPERTS: 24 TRENDS Transforming SALES IN 2014
  2. 2. Over the last twenty years, the way people work, live, shop, and buy has fundamentally changed.
  3. 3. And it’s still changing.
  4. 4. Here’s what 20 top sales experts foresee for the sales industry in 2014.
  5. 5. 2014 will be the year that ‘always be selling’ will be replaced with ________________.
  6. 6. Always be coaching. Predicted By: Jason Jordan Partner, Vantage Point Performance
  7. 7. Always be transparent. Predicted By: Rick Roberge Advisor to Sales Rock Stars
  8. 8. Always be delighting. Predicted By: Kyle Porter CEO, SalesLoft
  9. 9. Always be helping. Predicted By: Mark Roberge CRO, HubSpot
  10. 10. In 2014, traditional sales tactics will be replaced with _______________.
  11. 11. Donal Daly CEO, TAS Group Insights-led engagement.
  12. 12. Donal Daly CEO, TAS Group Insights-led engagement. Trish Bertuzzi President, Blending of inbound & intelligent outbound. The Bridge Group
  13. 13. Donal Daly CEO, TAS Group Insights-led engagement. Trish Bertuzzi President, Blending of inbound & intelligent outbound. The Bridge Group Kyle Porter CEO, SalesLoft Sincere emails and social rapport.
  14. 14. Donal Daly CEO, TAS Group Insights-led engagement. Trish Bertuzzi President, Blending of inbound & intelligent outbound. The Bridge Group Kyle Porter CEO, SalesLoft Sincere emails and social rapport. Rick Roberge Advisor, Personal brands to attract prospects. Sales Rock Stars
  15. 15. Donal Daly CEO, TAS Group Insights-led engagement. Trish Bertuzzi President, Blending of inbound & intelligent outbound. The Bridge Group Kyle Porter CEO, SalesLoft Sincere emails and social rapport. Rick Roberge Advisor, Personal brands to attract prospects. Sales Rock Stars Jason Jordan President, Vantage Better targeting of high-value prospects. Point Performance
  16. 16. And the biggest sales trends emerging in 2014?
  17. 17. “WE NEED MORE LOCAL CONFERENCES TO BUILD AUDIENCES, SHARE USEFUL IDEAS, AND HELP PEOPLE get things done RIGHT AWAY.” Aaron Ross Author, Predictable Revenue
  18. 18. “KNOWLEDGE AND SKILLS HAVE BECOME shooting stars IN THE SALES UNIVERSE – AND THEY’RE BURNING OUT. IN 2014, PASSION, CURIOSITY, AND INSIGHTS WILL BE THE SHINING STARS; THEY ARE THE TRUSTED GUIDES FOR THE BUYING JOURNEY.” Gerhard Gschwandtner CEO, Selling Power
  19. 19. “WE ARE GOING TO SEE AN INCREASE IN legitimate accountability RESULTING FROM PROACTIVE SALES MANAGEMENT. WE CAN'T KEEP LOOKING BACK TO 2008-2009 WHEN IT WAS ACCEPTABLE TO GIVE A PASS FOR POOR RESULTS. IT'S TIME TO PRODUCE!” Mike Weinberg Consultant, Coach, and Author
  20. 20. “THIS IS THE year of technology FOR SALES REPS. SALESPEOPLE WILL GET TO GOAL FASTER AND SERVE THEIR CUSTOMERS MORE EFFECTIVELY.” Mark Roberge CRO, HubSpot
  21. 21. “2014 IS THE year of the salesperson. THOSE WHO DEVELOP PERSONAL EXPERTISE AND BRING VALUE TO EACH INTERACTION WILL DOMINATE.” Jill Konrath CEO
  22. 22. “WHILE ‘INSIGHT’ SELLING HAS BEEN THIS YEAR’S APPROACH DU JOUR, THE VALUE OF QUICKLY TRANSITIONING FROM PONTIFICATION TO active listening WILL RE-EMERGE AS THE REAL KEY TO LONG-TERM SALES SUCCESS.” Frank Visgatis President & COO, Customer Centric Selling
  23. 23. “I BELIEVE THE THIRST FOR GENUINE AND INDIVIDUALLY CREATED QUALITY CONTENT WILL MEAN THAT SALESPEOPLE (LIKE COMPANIES) WILL NEED TO differentiate themselves. THEY’LL NEED TO PROVIDE EXPERTISE IN THEIR SPACE FOR THEIR PROSPECTS.” Frank Belzer Author, Sales Shift
  24. 24. “THE BIGGEST TREND EMERGING IN SALES THIS YEAR IS DYNAMIC, SPECIFIC, AND ENGAGING email subject lines.” Jon Birdsong CEO, Rivalry
  25. 25. “AS MORE OF THE ‘FACEBOOK GENERATION’ BECOMES THE NEXT GENERATION OF CMOS, CTOS, AND CIOS WITHIN CORPORATIONS ... SALES PROFESSIONALS IN 2014 WILL HAVE TO LEAN MORE ON BETTER PRODUCTS, BETTER SOLUTION SELLING, AND A MUCH MORE informed buyer THAN THEY EVER HAD TO BEFORE.” Mike Brown Jr. General Partner, Bowery Capital
  26. 26. “2014 WILL BE THE END OF THE ‘SALES GENERALIST.’ CUSTOMERS WANT TO WORK WITH SALES REPS WHO HAVE industry and product expertise – WHO CAN HELP THEM MAKE BETTER AND FASTER PURCHASE DECISIONS.” Andy Paul Founder, Zero-Time Selling
  27. 27. “2014 WILL BE THE YEAR OF THE ‘super-powered salesperson.’ BY EMPOWERING REPS WITH MORE INSIGHTS THAT ARE BETTER ORGANIZED THAN EVER BEFORE, WE'RE GOING TO SEE THE PERFORMANCE OF TEAMS AND INDIVIDUAL REPS SKYROCKET.” Armando Mann, VP of Sales and Customer Success, RelateIQ
  28. 28. “WITH THE DEMAND FOR INSIDE SALES REPS FAR OUTSTRIPPING SUPPLY, 2014 IS THE YEAR ORGANIZATIONS ARE GOING TO HAVE TO GET creative ABOUT RESOURCE ALLOCATION AND TERRITORY COVERAGE.” Trish Bertuzzi President, The Bridge Group
  29. 29. “IT WILL BE RECOGNIZED THAT THERE IS NOT A DEFICIT IN DATA OR ANALYTICS, BUT A DEFICIT IN insight.” Donal Daly CEO, TAS Group
  30. 30. “2014 WILL BE ABOUT MATCHING THE SOPHISTICATION OF AN EDUCATED BUYER. THE BEST SALES PROFESSIONALS WILL go and find WHERE THOSE CONVERSATIONS ARE HAPPENING AND CHIME IN WITH HELPFUL FEEDBACK TO EARN CREDIBILITY BEFORE THEIR COMPETITORS EVEN ENTER THE DISCUSSION.” Danielle Herzberg, Senior Sales Manager, HubSpot
  31. 31. “SALES NEEDS TO HELP PROSPECTS IN THEIR BUYING PROCESS. Every touch NEEDS TO BRING VALUE OR PROVIDE A CHALLENGE FOR THEM TO THINK ABOUT.” -Michael Damphousse CEO/CMO, Greed Leads
  32. 32. As you start selling in 2014, keep these trends in mind.
  33. 33. Here’s a free tool to help along the way ...
  34. 34. Sidekick, a free Chrome extension that alerts you when a prospect opens or clicks your emails. GET SIDEKICK FOR FREE TODAY
  35. 35. HAPPY NEW YEAR.
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