These 5 trends are derived from a very, very interesting Inside Sales Trends Report: 12 in 2012 Inside Sales Trends by Josiane Feigon. Folks, you need to read the whole report and frame it to your desk throughout the year. Josiane is right on the money when it comes to what to expect in this year’s inside sales trends.
I would like to take the opportunity to show you five of these trends with some additional comments of my own.
1. #WINNING – Everyone is looking for some big wins this year in 2012. Whether you didn’t quite reach your marks in 2011 or looking to blow 2012 out of the water, you need to be following those innovators and problem-solvers who are reshaping today’s sales. They know the business and how to effectively use their sales tools. A great list to take a look at is InsideView’s 25 Influential Leaders in Sales – these are the people you should be following when it comes to inside sales.
2. Avoid the Slack Blitzer Backlash – As a buyer, how many times have you heard automated responses or pitches read straight from the script? It’s time to think about creating calculated campaigns that are personalized – you need to start selling to People, not Contacts. [Check out People Insights from InsideView to learn how to start selling to people]
3. Seize the Hidden Sales Cycle – The new normal now is our self-sufficient customers who are engaging later and alter in the sales cycle, and coming in much more informed than ever before. They still want a relationship with someone who understands their pain and meets their needs. You need to look for the right people, with the right message, at the right time – your buyers will know all about you, make sure you know everything about them and can provide for their needs. Be that person for them in 2012.
4. Mix the New Substantial Communication Cocktail – The phone and email can no longer do it alone – they need their peeps! People throughout the world are more connected to each other than ever before. No longer do you need the traveling salesman knocking on office doors hoping for an answer. Start bringing other process into the sales system to get in touch with your prospects.
The new cocktail has five ingredients: phone + texting + video + emails + social
5. Re-engineering Randomness – Say good-bye to safe and predictable linear thinking, and say hello to the weird and the wonderful. Some may be wary to admit it, but we are living in a modern industrial age as businesses getting ahead of the curve these days are the ones who think outside of the box and go beyond normal business.
Get creative and innovative for 2012.
To view the free, FULL report of Josiane Feigon’s 12 in 2012 Inside Sales Trends click HERE.