The Evolution of Sales: The Survival Guide
April 18, 2014
The proliferation of social media and mobile devices have completely changed how prospects interact with sales professionals. Today’s prospects have greater access to information and no longer look to sales professionals for assistance. In fact, according to Forrester Research, the average prospect has completed between 68% and 98% of their decision-making process before engaging a sales professional. Enterprise buyers have evolved, but have salespeople evolved with them?
As consumers evolve, so must sales professionals, particularly in their use of social and sales tools. On a professional level, social media is a platform for building credibility, researching prospects, scaling conversations, keeping up with customers and adding a human dimension to your sales process. Salespeople who ignore social networks will not scale their businesses as effectively as they could.
In this eBook, “The Evolution of Sales: The Survival Guide,” leaders from cutting-edge companies such as LinkedIn, Hubspot, Miller Heiman and PGi share their wisdom and best practices for engaging with today’s increasingly independent social buyers.
Here’s a sneak peek of what you can find in this eBook:
When sales professionals nurture and evolve their network, they have the ability to access warm introductions to their prospects and avoid inherently unsuccessful cold calls and email. Tools like LinkedIn Sales Navigator can help you identify the right person, connection through common connections and build better relationships.