Top 10 Sales Trends for 2013
A "specialist" beats a "generalist" every time. Closely related to Sales Linguistics is the accelerated trend of sales force language specialization based upon the following strategies:
- Industry verticalization focus (finance, government, retail, etc.) to promote domain expertise.
- Technical application segmented by the different solutions the company offers to promote extremely deep technical knowledge.
- Business process improvement as opposed to the recitation of standard "generic" product features and functions to customers.
For sales forces involved with large capital expenditure sales cycles, never before has the mantra "Call High or Die" been so true. Salespeople must reach C-level executive decision makers early in the sales process because the default for organizations today is to maintain the status quo and delay every major purchase.
10. Continued Migration from Field to Phone
One final trend that bears mentioning is the accelerated move from field-based sales to phone-based internet sales. Many companies have quickly transitioned the majority of their field reps to be almost exclusively phone based. Therefore, these reps must now be able to create winning relationships with their voices as opposed to how they sold in the past with their physical presence. Understanding and mastering the art of persuasion will become even more important for all salespeople in 2013.