20 Top Experts Share 20 Trends Transforming Sales in 2014

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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.

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

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  • 1. FROM TOP SALES EXPERTS: 24 TRENDS Transforming SALES IN 2014
  • 2. Over the last twenty years, the way people work, live, shop, and buy has fundamentally changed.
  • 3. And it’s still changing.
  • 4. Here’s what 20 top sales experts foresee for the sales industry in 2014.
  • 5. 2014 will be the year that ‘always be selling’ will be replaced with ________________.
  • 6. Always be coaching. Predicted By: Jason Jordan Partner, Vantage Point Performance
  • 7. Always be transparent. Predicted By: Rick Roberge Advisor to Sales Rock Stars
  • 8. Always be delighting. Predicted By: Kyle Porter CEO, SalesLoft
  • 9. Always be helping. Predicted By: Mark Roberge CRO, HubSpot
  • 10. In 2014, traditional sales tactics will be replaced with _______________.
  • 11. Donal Daly CEO, TAS Group Insights-led engagement.
  • 12. Donal Daly CEO, TAS Group Insights-led engagement. Trish Bertuzzi President, Blending of inbound & intelligent outbound. The Bridge Group
  • 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. 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. 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. And the biggest sales trends emerging in 2014?
  • 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. “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. “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. “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. “2014 IS THE year of the salesperson. THOSE WHO DEVELOP PERSONAL EXPERTISE AND BRING VALUE TO EACH INTERACTION WILL DOMINATE.” Jill Konrath CEO
  • 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. “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. “THE BIGGEST TREND EMERGING IN SALES THIS YEAR IS DYNAMIC, SPECIFIC, AND ENGAGING email subject lines.” Jon Birdsong CEO, Rivalry
  • 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. “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. “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. “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. “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. “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. “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. As you start selling in 2014, keep these trends in mind.
  • 33. Here’s a free tool to help along the way ...
  • 34. Sidekick, a free Chrome extension that alerts you when a prospect opens or clicks your emails. GET SIDEKICK FOR FREE TODAY
  • 35. HAPPY NEW YEAR.