Post by account_disabled on Dec 24, 2023 12:31:25 GMT 2
what was their future if price was the only element of discussion and the only criterion of choice. If only the price is taken into account in a commercial negotiation, we can ask ourselves what is the usefulness of the salesperson. An infographic, following a study carried out in particular by Forrester and SAP, doesn't help anything. It’s not just salespeople who risk disappearing: your brand can disappear too. This is not an effect of style or empty words: 88% of Fortune 500 companies disappeared between 1955 and 2014. Only 61 companies are in both rankings. In fact, according to this study, 80% of buyers know what they want before contacting a seller . This is what I called pre-purchase in my first blog articles in 2010: when salespeople and buyers meet, the buyer may have been so well trained that he knows as much or more than the salesperson.
All he has to do is fill out the order form and (possibly) negotiate the payment deadlines. Still according Email Data to this study, 40% of companies that do not transform will have disappeared within 10 years . Increasingly, salespeople are being (or can be) replaced by artificial intelligence or automation. Other information from this study: by 2020, 85% of commercial relationships will be without human contact . In this context, only sales consultants can hope to get by; but this approach is not possible in all sectors. What developments for sales? Targeting prospects, calling them to give them a pitch and bringing them into the sales process is working less and less. To cope with the evolution of buyer behavior with digitalization, it is necessary to move towards sales/marketing alignment: training, identification of preferred targets, common definition of what a lead is and its acquisition cost.
More than 50% of companies do not know their acquisition cost (see #FrenchTechRI). This is not specific to VSE/SMEs. To stay more informed on these developments, take a look at the EFFORST (European Foundation FOR Sales Transformation) website. I will come back to this in a future article, but it will become essential: To Anticipate, to plan, to ask the right questions, to stop telling yourself that as soon as you hear “digital” you don’t understand anything. to train: get support ( how to choose a good digital expert ? Even if this article only addresses social selling trainers, we can learn lessons about choosing your digital partners). This point is delicate as self-proclaimed experts stir up a lot of air to make themselves visible. Do you seriously think that someone who has never sold anything could train you (or your teams) in social selling? to streamline processes.
All he has to do is fill out the order form and (possibly) negotiate the payment deadlines. Still according Email Data to this study, 40% of companies that do not transform will have disappeared within 10 years . Increasingly, salespeople are being (or can be) replaced by artificial intelligence or automation. Other information from this study: by 2020, 85% of commercial relationships will be without human contact . In this context, only sales consultants can hope to get by; but this approach is not possible in all sectors. What developments for sales? Targeting prospects, calling them to give them a pitch and bringing them into the sales process is working less and less. To cope with the evolution of buyer behavior with digitalization, it is necessary to move towards sales/marketing alignment: training, identification of preferred targets, common definition of what a lead is and its acquisition cost.
More than 50% of companies do not know their acquisition cost (see #FrenchTechRI). This is not specific to VSE/SMEs. To stay more informed on these developments, take a look at the EFFORST (European Foundation FOR Sales Transformation) website. I will come back to this in a future article, but it will become essential: To Anticipate, to plan, to ask the right questions, to stop telling yourself that as soon as you hear “digital” you don’t understand anything. to train: get support ( how to choose a good digital expert ? Even if this article only addresses social selling trainers, we can learn lessons about choosing your digital partners). This point is delicate as self-proclaimed experts stir up a lot of air to make themselves visible. Do you seriously think that someone who has never sold anything could train you (or your teams) in social selling? to streamline processes.