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SALES TRENDS
IN 2015
Predictions by 14
Industry Experts
SALES TRENDS IN 2015
We spoke with 14 influential sales leaders
about their predictions for 2015 to help you
best prepare for the year ahead.
This select group of experts are renowned for
their repeated sales success and have been
pivotal in driving global businesses forward.
PREDICTIONS BY 14
INDUSTRY EXPERTS We asked the experts for their predictions on:
What trends we can expect
to see in sales in 2015?
The sales leaders also shared their thoughts
on what will be key to businesses making
sales, as well as the challenges which sales
professionals may face.
www.mikogo.com
Dan McDade
President and CEO of PointClear, LLC.
Named one of the 50 most influential
people in sales lead management for
the last five consecutive years (Sales
Lead Management Association)
“2015 will be the Year of Nurturing for Profit - After five years, sales
and marketing organizations are waking up to the fact that
inbound marketing alone is insufficient in generating the number of
qualified sales ready leads necessary to make their number. An
intelligent blend of inbound, nurturing and outbound marketing is
critical to creating and growing a healthy sales pipeline. Successful
companies will use predictive marketing strategies to reveal leads
with high revenue potential and invest heavily in nurturing activities
to drive the buying process to a fruitful close.”
LinkedIn
twitter.com/dandade
www.pointclear.com
www.mikogo.com
Atri Chatterjee
Chief Marketing Officer,
Act-On Software - Marketing
Automation for the Real World
“This year we will see a shift in sales’ perception of modern
marketing techniques, with the wider adoption of front-office
technologies like marketing automation by sales. As a result,
marketing and sales will become more aligned and marketing
departments will begin to play a bigger role in the sales process.”
LinkedIn
twitter.com/atrichatt
www.act-on.com
www.mikogo.com
Kyle Porter
CEO, SalesLoft – Sales Development
Prospect & Automation
“Sales development emerged strongly last year as a vital piece of
the revenue generating organization. In fact, the rise of sales
development represents the most significant sales process
improvement in the last decade. Companies will continue to
specialize their sales forces in 2015 and reap the rewards of a team
totally focused on converting prospects (inbound or outbound) into
qualified appointments and demos. We'll help them as the only
creator of software specific for the sales development role.”
linkedin.com/in/kyleporter
twitter.com/kyleporter
www.salesloft.com
www.mikogo.com
Jill Rowley
Keynote Speaker / Social Selling
Evangelist / Startup Advisor / Modern
Marketing Expert / Change Agent
"I am hopeful for a mindset shift from selling to serving.
Sales professionals need to move from using LinkedIn as their
online resume, to managing their digital reputation. Instead of
optimizing for the recruiter; optimize for the buyer. Here’s how:
It's no longer Always Be Closing; it's Always Be Connecting. Your
network is your net worth. Nobody likes to be sold to. We're living
in the Age of the Customer where buyers have choice and voice.
Sales professionals need to read; read what their buyers read and
share that content across their social networks. Sales professionals
learn how to listen; listen to the conversations being had on the
social web. Social Selling is about finding and being found.
Social Selling training for your Sales team is NOT OPTIONAL
because a fool with a tool is still a fool. Oh, and if you suck offline;
you'll suck MORE online. #Don'tSuck"
linkedin.com/in/jillrowley
twitter.com/jill_rowley
www.jillrowley.com
www.mikogo.com
Joe Hyland
Chief Marketing Officer, Taulia - Cloud-
Based Invoice, Payment and Dynamic
Discounting Management Solutions
“Enterprises are seeking tangible value from their purchases - I see
this continuing in 2015. The days of buying for convenience are
behind us, as businesses need to show measurable benefits for
their spend.”
LinkedIn
twitter.com/mojoehyland
www.taulia.com
www.mikogo.com
Matt Heinz
President of Heinz Marketing - Sales
acceleration, demand generation,
pipeline management
“One of the biggest challenges for sales professionals in 2015 will be
earning the attention of prospects. It’s getting noisier and noisier out there.
First attention is great, but ongoing attention is far more difficult. It
requires creating more value, again and again, than salespeople are used
to. Higher bar, but world-class sales organizations will be up for it.
To drive higher sales productivity and conversion rates, sales leaders need
to focus on discipline and process. Fundamentally, this literally comes
down to email management, time management, calendar management,
task management. Fight the daily war against distraction and non-urgent
fire drills. Focus exclusively on what’s most important to your pipeline.
That’s how you win.
Technology adoption among sales professionals has been well behind
marketing. That needs to change. There is a growing number of
automation technologies focused on sales professionals, but we need those
same sales professionals to pick up the sword and take advantage of what
is now in front of them.”
linkedin.com/in/mattheinz
twitter.com/HeinzMarketing
www.heinzmarketing.com
www.mikogo.com
Dave Oliver
Director of e-Applications, United
American Insurance Company
“As a Director for United American Insurance Co. I believe that
online sales will continue to be our growth model for the near
future as well as long term. As such, we continue to support our
agents with online sales techniques as well as quality online
programs to achieve those sales. Mikogo is an integral part of
many of our agents’ online sales process and will only continue to
grow and change the sales process to a new, more efficient method
of reaching new clients.”
www2.unitedamerican.com
www.mikogo.com
Patrick Nowakowski
Business Development Executive,
Shiftsuite - Condo / HOA Accounting &
Management Software
“Our sales team is small but needs to achieve scale in various
markets across the world. It’s just not possible hiring a multitude
of sales people and run the risks of training issues, incorrect
product positioning or management nightmares. This year we
focus on delivering the sales experience and work the cycles online
– lead the client through product proposals, demonstrations,
incentives and even digital contract agreements, all through the
internet.”
LinkedIn
www.shiftsuite.com
www.mikogo.com
Dave McLaughlin
CEO and Co-Founder, Vsnap - Faster
lead conversion for inside sales teams
“This year we'll see sales leaders make more improvements in the
middle portions of the buyer journey. The tools and the data to do
that are available, and sales leaders have seen that the best-selling
talent is migrating to teams that give reps what they need to win
more and more of their opportunities, rather than just banging
away at empty activity metrics.”
linkedin.com/in/davemacboston
twitter.com/davemacboston
www.vsnap.com
www.mikogo.com
Daniel Kushner
CEO, Oktopost - The Platform built for
B2B Social Media Marketing
“This year in sales, we will see more social data and intelligence
used in sales calls. Today's B2B social media marketing platforms
and marketing automation systems are constantly gathering online
behavioral insights. This data, once pushed to sales, arms the reps
with intelligent talking points, building trust and shortening the
sales cycle.”
linkedin.com/in/dkushner
twitter.com/danielkushner
www.oktopost.com
www.mikogo.com
Tim Paige
Conversion Educator, LeadPages
- The ‘Next Generation’ Lead
Generation Platform
“For 2015, you're going to see more and more people doing
business with people they feel they can relate to in some way.
Commercials feature more "regular" people doing "regular" things.
And the person who can open his or herself up as much as possible
will get ahead.”
linkedin.com/in/timthepaige
twitter.com/timthepaige
www.leadpages.net
www.mikogo.com
David Meerman Scott
Leading Marketing and Sales Speaker
and bestselling author of ten books
including The New Rules of Sales and
Service
“Marketing and sales are converging in digital. 2015 will be the year
marketers will embrace their sales colleagues rather than fight
them about leads.”
LinkedIn
twitter.com/dmscott
www.davidmeermanscott.com
www.mikogo.com
Fred Shilmover
CEO, Insightsquared - Business
Analytics app for data-driven
executives
"Analytics will trickle down from management and become a team-
wide tool, and sales teams specifically will become much more
metrics-driven as a result. These metrics will allow sales leaders to
forecast more accurately, using data to better predict and manage
their teams and goals this coming year."
linkedin.com/in/fredshilmover
twitter.com/fredshilmover
www.insightsquared.com
www.mikogo.com
Scott Kabat
Chief Marketing Officer, Prezi – the
Interactive, Cloud-Based Presentation
Platform
“We expect to see continued growth in the bottoms-up adoption of
new sales tools. We hear of more and more cases of one or two
passionate advocates emerging in a sales organization and then
persuading their coworkers to try something new. In the case of
Prezi, that virality happens seamlessly when a single users creates a
presentation using our platform and them shares it with
colleagues. This trend toward consumerization of technology is
accelerating in businesses of all sizes.”
linkedin.com/in/scottkabat
twitter.com/scottkabat
http://prezi.com
KEY TAKEAWAYS
1. Sales success is dependent upon more than
just inbound marketing. This year sales will
adopt further marketing techniques
including marketing automation, lead
nurturing and sales development. Sales and
marketing must work closer together than
ever before.
2. Get social by networking online with your
potential buyers. Wherever they are, you
should be too, because buyers will do
business with those they can relate to.
KEY TAKEAWAYS
3. Analytical data from social, marketing and
management will play a crucial role in
sales. Technology and online sales tools, as
well as data, will enable salespeople to
focus on the middle of a buyer’s journey
and shorten the sales cycle.
4. There is a lot of competition for the
attention of buyers, and world-class sales
teams will rise above the rest by offering
greater value and measurable benefits to
prospects.
Your Thoughts…?
Which trends resonate most with your line of sales?
What are your predictions for sales trends in 2015?
JOIN THE DISCUSSION
Mikogo incorporates innovative desktop sharing technology to provide an easy-to-use
online meeting solution for high-quality online collaboration.
Used by more than 1 million registered users in over 180 countries, Mikogo’s customers
consist primarily of small- to medium-sized businesses that use the software for online
meetings, web conferencing, remote support and online trainings.
At present, more than 3,000 corporate customers are using the Mikogo technology and
benefiting from significantly reduced travel time and travel expenses.

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Sales Trends in 2015 - Predictions by 14 Industry Experts

  • 1. SALES TRENDS IN 2015 Predictions by 14 Industry Experts
  • 2. SALES TRENDS IN 2015 We spoke with 14 influential sales leaders about their predictions for 2015 to help you best prepare for the year ahead. This select group of experts are renowned for their repeated sales success and have been pivotal in driving global businesses forward.
  • 3. PREDICTIONS BY 14 INDUSTRY EXPERTS We asked the experts for their predictions on: What trends we can expect to see in sales in 2015? The sales leaders also shared their thoughts on what will be key to businesses making sales, as well as the challenges which sales professionals may face.
  • 4. www.mikogo.com Dan McDade President and CEO of PointClear, LLC. Named one of the 50 most influential people in sales lead management for the last five consecutive years (Sales Lead Management Association) “2015 will be the Year of Nurturing for Profit - After five years, sales and marketing organizations are waking up to the fact that inbound marketing alone is insufficient in generating the number of qualified sales ready leads necessary to make their number. An intelligent blend of inbound, nurturing and outbound marketing is critical to creating and growing a healthy sales pipeline. Successful companies will use predictive marketing strategies to reveal leads with high revenue potential and invest heavily in nurturing activities to drive the buying process to a fruitful close.” LinkedIn twitter.com/dandade www.pointclear.com
  • 5. www.mikogo.com Atri Chatterjee Chief Marketing Officer, Act-On Software - Marketing Automation for the Real World “This year we will see a shift in sales’ perception of modern marketing techniques, with the wider adoption of front-office technologies like marketing automation by sales. As a result, marketing and sales will become more aligned and marketing departments will begin to play a bigger role in the sales process.” LinkedIn twitter.com/atrichatt www.act-on.com
  • 6. www.mikogo.com Kyle Porter CEO, SalesLoft – Sales Development Prospect & Automation “Sales development emerged strongly last year as a vital piece of the revenue generating organization. In fact, the rise of sales development represents the most significant sales process improvement in the last decade. Companies will continue to specialize their sales forces in 2015 and reap the rewards of a team totally focused on converting prospects (inbound or outbound) into qualified appointments and demos. We'll help them as the only creator of software specific for the sales development role.” linkedin.com/in/kyleporter twitter.com/kyleporter www.salesloft.com
  • 7. www.mikogo.com Jill Rowley Keynote Speaker / Social Selling Evangelist / Startup Advisor / Modern Marketing Expert / Change Agent "I am hopeful for a mindset shift from selling to serving. Sales professionals need to move from using LinkedIn as their online resume, to managing their digital reputation. Instead of optimizing for the recruiter; optimize for the buyer. Here’s how: It's no longer Always Be Closing; it's Always Be Connecting. Your network is your net worth. Nobody likes to be sold to. We're living in the Age of the Customer where buyers have choice and voice. Sales professionals need to read; read what their buyers read and share that content across their social networks. Sales professionals learn how to listen; listen to the conversations being had on the social web. Social Selling is about finding and being found. Social Selling training for your Sales team is NOT OPTIONAL because a fool with a tool is still a fool. Oh, and if you suck offline; you'll suck MORE online. #Don'tSuck" linkedin.com/in/jillrowley twitter.com/jill_rowley www.jillrowley.com
  • 8. www.mikogo.com Joe Hyland Chief Marketing Officer, Taulia - Cloud- Based Invoice, Payment and Dynamic Discounting Management Solutions “Enterprises are seeking tangible value from their purchases - I see this continuing in 2015. The days of buying for convenience are behind us, as businesses need to show measurable benefits for their spend.” LinkedIn twitter.com/mojoehyland www.taulia.com
  • 9. www.mikogo.com Matt Heinz President of Heinz Marketing - Sales acceleration, demand generation, pipeline management “One of the biggest challenges for sales professionals in 2015 will be earning the attention of prospects. It’s getting noisier and noisier out there. First attention is great, but ongoing attention is far more difficult. It requires creating more value, again and again, than salespeople are used to. Higher bar, but world-class sales organizations will be up for it. To drive higher sales productivity and conversion rates, sales leaders need to focus on discipline and process. Fundamentally, this literally comes down to email management, time management, calendar management, task management. Fight the daily war against distraction and non-urgent fire drills. Focus exclusively on what’s most important to your pipeline. That’s how you win. Technology adoption among sales professionals has been well behind marketing. That needs to change. There is a growing number of automation technologies focused on sales professionals, but we need those same sales professionals to pick up the sword and take advantage of what is now in front of them.” linkedin.com/in/mattheinz twitter.com/HeinzMarketing www.heinzmarketing.com
  • 10. www.mikogo.com Dave Oliver Director of e-Applications, United American Insurance Company “As a Director for United American Insurance Co. I believe that online sales will continue to be our growth model for the near future as well as long term. As such, we continue to support our agents with online sales techniques as well as quality online programs to achieve those sales. Mikogo is an integral part of many of our agents’ online sales process and will only continue to grow and change the sales process to a new, more efficient method of reaching new clients.” www2.unitedamerican.com
  • 11. www.mikogo.com Patrick Nowakowski Business Development Executive, Shiftsuite - Condo / HOA Accounting & Management Software “Our sales team is small but needs to achieve scale in various markets across the world. It’s just not possible hiring a multitude of sales people and run the risks of training issues, incorrect product positioning or management nightmares. This year we focus on delivering the sales experience and work the cycles online – lead the client through product proposals, demonstrations, incentives and even digital contract agreements, all through the internet.” LinkedIn www.shiftsuite.com
  • 12. www.mikogo.com Dave McLaughlin CEO and Co-Founder, Vsnap - Faster lead conversion for inside sales teams “This year we'll see sales leaders make more improvements in the middle portions of the buyer journey. The tools and the data to do that are available, and sales leaders have seen that the best-selling talent is migrating to teams that give reps what they need to win more and more of their opportunities, rather than just banging away at empty activity metrics.” linkedin.com/in/davemacboston twitter.com/davemacboston www.vsnap.com
  • 13. www.mikogo.com Daniel Kushner CEO, Oktopost - The Platform built for B2B Social Media Marketing “This year in sales, we will see more social data and intelligence used in sales calls. Today's B2B social media marketing platforms and marketing automation systems are constantly gathering online behavioral insights. This data, once pushed to sales, arms the reps with intelligent talking points, building trust and shortening the sales cycle.” linkedin.com/in/dkushner twitter.com/danielkushner www.oktopost.com
  • 14. www.mikogo.com Tim Paige Conversion Educator, LeadPages - The ‘Next Generation’ Lead Generation Platform “For 2015, you're going to see more and more people doing business with people they feel they can relate to in some way. Commercials feature more "regular" people doing "regular" things. And the person who can open his or herself up as much as possible will get ahead.” linkedin.com/in/timthepaige twitter.com/timthepaige www.leadpages.net
  • 15. www.mikogo.com David Meerman Scott Leading Marketing and Sales Speaker and bestselling author of ten books including The New Rules of Sales and Service “Marketing and sales are converging in digital. 2015 will be the year marketers will embrace their sales colleagues rather than fight them about leads.” LinkedIn twitter.com/dmscott www.davidmeermanscott.com
  • 16. www.mikogo.com Fred Shilmover CEO, Insightsquared - Business Analytics app for data-driven executives "Analytics will trickle down from management and become a team- wide tool, and sales teams specifically will become much more metrics-driven as a result. These metrics will allow sales leaders to forecast more accurately, using data to better predict and manage their teams and goals this coming year." linkedin.com/in/fredshilmover twitter.com/fredshilmover www.insightsquared.com
  • 17. www.mikogo.com Scott Kabat Chief Marketing Officer, Prezi – the Interactive, Cloud-Based Presentation Platform “We expect to see continued growth in the bottoms-up adoption of new sales tools. We hear of more and more cases of one or two passionate advocates emerging in a sales organization and then persuading their coworkers to try something new. In the case of Prezi, that virality happens seamlessly when a single users creates a presentation using our platform and them shares it with colleagues. This trend toward consumerization of technology is accelerating in businesses of all sizes.” linkedin.com/in/scottkabat twitter.com/scottkabat http://prezi.com
  • 18. KEY TAKEAWAYS 1. Sales success is dependent upon more than just inbound marketing. This year sales will adopt further marketing techniques including marketing automation, lead nurturing and sales development. Sales and marketing must work closer together than ever before. 2. Get social by networking online with your potential buyers. Wherever they are, you should be too, because buyers will do business with those they can relate to.
  • 19. KEY TAKEAWAYS 3. Analytical data from social, marketing and management will play a crucial role in sales. Technology and online sales tools, as well as data, will enable salespeople to focus on the middle of a buyer’s journey and shorten the sales cycle. 4. There is a lot of competition for the attention of buyers, and world-class sales teams will rise above the rest by offering greater value and measurable benefits to prospects.
  • 20. Your Thoughts…? Which trends resonate most with your line of sales? What are your predictions for sales trends in 2015? JOIN THE DISCUSSION
  • 21. Mikogo incorporates innovative desktop sharing technology to provide an easy-to-use online meeting solution for high-quality online collaboration. Used by more than 1 million registered users in over 180 countries, Mikogo’s customers consist primarily of small- to medium-sized businesses that use the software for online meetings, web conferencing, remote support and online trainings. At present, more than 3,000 corporate customers are using the Mikogo technology and benefiting from significantly reduced travel time and travel expenses.