Where do you see the future of sales heading?

This is something I think about a lot — especially given my role in building early-career sellers. Sales is always evolving, but today it feels like the game is changing fast! From my view, a lot of a seller's transactional and mundane work is being automated, and buyers are coming in more informed. The role of the seller is moving from delivering information to helping people make decisions. That means sellers require stronger business acumen, the ability to navigate multiple stakeholders, and ...Read More

I think there’s a lot to be said about optimizing sales processes with AI. As software continues to improve this will allow AEs to be more productive, manage larger books of business, and deliver highly customized outbound messaging. That said, given the sheer volume of outreach prospects receive today, it’s more important than ever to differentiate yourself, build your network, and establish yourself as a thought leader in your space. If I were an AE starting today, I’d focus on what I want to ...Read More

I see 2 different places that sales is headed: Do more with less. Brute force (hiring more) used to be the answer to growing sales. Now the strategy is to load up the top reps, keep them busy, and get the best from them before we even think of hiring someone else. Sales efficiency is key from a profitability standard which is where the market is right now. AI. Not saying the robots are coming for our jobs just yet, but with technology now that automates so many manual processes, is it so far fet ...Read More

I think context, speed, and quality of sales conversation will be essential. Prospects have less patience than ever, they expect you to know them, their industry, and have deep knowledge of everything in your business that might solve their problems. People expect lightning fast response rates - if I have to wait on hold for 5 minutes I'm hanging up the phone. Sales reps who have a unique perspective that educates and helps the prospect, who respond incredibly fast, and prove that they can liste ...Read More

AI is going to be a force of nature in sales. It's going to make incredible sellers invaluable and it'll put bad sellers out of jobs. As such, I think incredible sellers need to get ready for an AI-powered world by: understanding how to use AI to their advantage by operating more effectively at scale, using better triggers and data to help meet and inform their buyers, and benefiting from better coaching and reporting. I also think that AI-powered sellers need to be spending a lot more time on t ...Read More

It's essential that sales professionals leverage technology, especially AI and data analytics to enhance their current sales capabilities. Leveraging tools will help automate routine tasks and deliver more personalized and value-driven experiences for their prospects and customers. The sales person themselves will need become more consultative and strategic ( stay on top of industry trends etc) to build deeper relationships and stay top of mind with their contacts. The human element will still b ...Read More