The Brave New World of Selling-Slide Deck

Slide Deck
Pdf Summary
In "The Brave New World of Selling" by Troy Harrison, the author discusses the key sales trends that have emerged post-Covid19 and how they impact salespeople. The article highlights the importance of incorporating more video activity and conducting more efficient sales calls. Additionally, the author emphasizes that CRM systems are now mandatory for salespeople and their effectiveness is further enhanced by integrating salesperson-friendly technology. The article also mentions the end of the "Good Time Charlie" salesperson and the need for agility in adapting to changing circumstances.<br /><br />The author provides a framework for understanding the sales process and building a sales performance model. This involves determining the desired result, calculating the number of new customers needed, and adjusting for organic growth or loss. Metrics are then developed to measure progress, such as closing ratio on proposals, presentations/demos to proposals, prospecting calls to discovery, and needs discovery to presentations.<br /><br />The article highlights the skills and attitudes salespeople need in the current and future sales landscape. These include problem-solving ability, proficiency in various forms of customer communication, and building relationships based on business needs. Mental agility is also important in handling calls that may require changing directions as needed.<br /><br />The article emphasizes the importance of utilizing available tools and technology in the sales process. This includes using data acquisition tools like ReferenceUSA, leveraging social media strategically, and implementing a well-utilized CRM system. The author suggests using mobile apps for CRM, employing talk-to-text features, and capturing critical information like customer activity, opportunity details, and decision processes.<br /><br />The article concludes by encouraging salespeople to conduct a sales strategy review to assess goals, staffing and compensation, and processes and metrics. The author provides contact information for further guidance and assistance.<br /><br />Overall, "The Brave New World of Selling" highlights key trends, strategies, and tools that salespeople need to navigate and thrive in the evolving sales landscape.
Keywords
sales trends
post-Covid19
video activity
efficient sales calls
CRM systems
salesperson-friendly technology
agility
sales process
metrics
evolving sales landscape