Fred DiamondCo-Founder, Institute for Excellence

in Sales

Five Major Trends that are Impacting Today’s Sales Professional

Background

• We frequently present on trends and issues facing business-to-business sales teams

• This presentation was made to a client on June 26

• Supporting data is available upon request

Five Major Trends that are Impacting Today’s Sales Professional

• First and Foremost, the Customer’s In Charge• Top 10% of the Sales Organization Can Thrive• Personal Brand is More Relevant than Ever• Selling for a Leader Is a Smart Move• Less Room for Errors; More Chance to

Succeed

Customer’s In Charge

• Less loyal or willing to do anything than ever• 57% of the purchase decision is complete• What value are you providing them?• Deeper insight into your customer’s business

is needed for you to have any relevance

Like the Economy, the 10% Thrive

• Top 10% of the sales organization thrive• Gap between top sales performers and the

rest is widening quicker than ever• How do you get to the top?

Your Brand is More Relevant than it Ever has Been

• You are the CEO of Your Business• How are you distinguishing yourself?• The 5 people you spend most time with• What are you doing to set yourself apart so

that your customers value you?

Selling for a Leader Is a Smart Move

• Customers are more risk averse than ever• Don’t want to make bad decisions• Looking to leaders for value creation– Might include partners, new technologies– 1-stop shop preferred; Want stable, safe choices

Less Room for Sales Errors but More Opportunities to Succeed

• Need to develop soft skills• Need to optimize social media skills• Develop relationships• Need to develop agility

Thanks for Supporting the IES

See you on June 26!