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Sales for Life

    Sales for Life is a global sales training company that can help you transform your sales process from analog to digital.
    Added on 13 August 2019

    The Death of a Sales Rep

    13 August 2019

    As per the recent data revealed by Forrester, I million US B2B sales persons will lose their jobs to self-service eCommerce by the year 2020.


    If you are a sales leader, then this data may be of no surprise to you as you must know that the B2B buyer behavior has shifted dramatically in the past few years. Several key factors are contributing to this B2B behavior shift that is anticipated to put a large number of sales persons out of job by 2020. With this movement, it is crucial for B2B sales leaders to assess how their B2B sales and marketing strategies are supporting inspired customer experiences that meet the evolving customer need for self-service, e-Commerce and a sales representative interaction.


    You may find many B2B companies still believing that B2B buyers interact with sales reps in order to make a purchase. It is true that for a minority of customers who are purchasing complex and expensive products and services, talking to a sales rep can be a value-added experience. However, for the majority of B2B buyers who are aware of the products and services. The diversion is causing inconvenience.


    If B2B companies need to stay ahead of the curve, they must reshape their channel sales strategies and fundamentally rethink the role of their salespeople. A large number of buyers find buying from a website as more convenient that buying from a sales representative. With this demand in the market for a self-service sales experience, B2B sales and marketing strategies must embrace a fundamental shift in the role of these reps.


    In today’s sales landscape, buyers are depending more heavily on the self-sought research in comparison to talking to the reps for learning about products and services. The modern buyers of today are more empowered, educated and informed when evaluating options. Traditional ways of selling are longer in trend which has made channels like cold calling and promotional emails fatigued.  This clearly indicates the death of B2B salesman in the coming time.


    With more and more buyers preferring to do their win pre-sales research, how are B2B strategies equipping sales reps to create value with the traditional ways in the buyer journey? B2B sales enablement is the set of processes and platforms that boost performance to drive increased revenue through new customer acquisition. Enablement assesses B2B sales and marketing strategy by how it supports funneling strategically-relevant information about your products and services to customers. The process is able to define areas where sales reps can more quickly and effectively reach a buyer’s existing knowledge to accelerate their movement through the buyer journey to secure a sale.


    During any part of the buyer journey, it is crucial for B2B sales and marketing strategy to expand their reach to include online-accessible information. Through clearly-defined sales practices, B2B sales enablement provides seamless eCommerce experiences for your customers and to maximize your sales force resources. It means sales enablement can take your organization ahead of your competition by creating real-time, self-service e-commerce experiences.


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    Sales for Life is a Canada based training platform that caters to the needs of modern sellers. Since inception in 2004, we have been striving hard to help the sales team accelerate pipeline & revenue. More
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