There is little doubt that the sales cycle has undergone substantial evolution over the past several years, and most sales organizations have yet to adapt. Buyers may not be making full purchasing decisions before consulting sales people, but they are definitely doing more of their own research and sellers have less opportunities to influence them. So, modern sellers need modern training to appeal to modern buyers. How does your organization hold up?
There are four main forces driving changes to the selling landscape, and corresponding methods your sales coaching and training can use to catch up.
These four areas represent some of the most widespread ways in which sales teams are not equipped for modern buyers. These are also four areas of improvement that can have the most significant impact on your sales performance. In the modern era of B2B selling, staying current with buying trends is a necessity.
Want to train your team in proven prospecting techniques? Check out our comprehensive guide to sales prospecting, based on an analysis of 100,000 sales calls.
Tom Snyder is the founder of Funnel Clarity; a training and consulting company focused on humanizing sales. Snyder’s passion is helping companies achieve measurable sales performance improvement. Previously, Snyder spent 10 years with the sales training firm Huthwaite Inc, culminating in the role of CEO. He later founded Business Performance Partners, a sales and strategy consulting firm that evolved into Funnel Clarity. Snyder is a sought after international speaker and was named one of the Most Influential Sales Leaders. He has authored two McGraw Hill best sellers, “Escaping the Price Driven Sale” (2007) and “Selling in a New Market Space” (2010).