“The times they are a changing…” We couldn’t agree more, Mr. Dylan. The time for a shift in how we view the sales process is upon us. Companies are at a crucial moment now where they must be aware of the shifting trends in how decisions are made and adapt to these changes. Here we will outline some of the major trends affecting the inbound sales process today, from technology to the buyer experience.
- Technology as an Experience NOT a Service
The amount that companies will spend on technology in the coming years is expected to grow rapidly. As an inbound sales team, this is your chance to take the reins and turn technology growth into a competitive advantage. You might not sell technology as the focus solution but talk to your prospects about how integrated technology plays a role in your organization such as superior support and client services or data analysis.
- Shifting Cultures
- Selling Products –> Selling Services –> Selling a Platform
We are in a sharing economy. The norm has shifted from having a product, to having a service, to having a fully integrated platform in which integrated buyers can easily use that product/service. How this affects you: your inbound sales team must sell the product/service as an experience. How buyers experience information, technology, and the decision process is a key factor in identifying their needs and wants. It’s important to ask about all stakeholders in a company as intregrated decision making becomes more popular.
- The Digital Buyers Behavior
If you’re not out there getting a grasp on how your digital prospects are making decisions, you’re missing the boat. The vast majority of B2B decision makers turn to social networks for their purchasing research. If you know your customer is on LinkedIn for most of their social interaction, then that is where a big portion of your social sales and marketing efforts needs to be. Know your prospects watering holes and you will have a shot at targeting them more effectively.
While Bob Dylan probably wasn’t referring to the changing inbound sales process, the times certainly are changing for salespeople and marketers. The time to understand these shifts and capitalize on what they can mean for your company’s future growth is now.