MAIN INSIGHT 62
Dena Bakr
EMEA SALES DIRECTOR
What makes a great sales person in the post pandemic era?
In the post-pandemic era, great salespeople are those with high emotional intelligence who understand prospects in a human way. Successful salespeople don't just offer solutions to business problems, but also understand buyers' personal concerns and perceived risks.
In terms of up-stream: intelligent prospecting is key and the scattergun approach no longer works in my experience; it drains both resources and morale whilst wasting valuable time and energy. We aim for high conversion, lower comparative resource input. For success here, individuals need to develop strategy centred around a laser-focused, high converting methodology to minimise input and maximise output, especially considering that prospects are more risk-averse now as opposed to growth-centric (subsequently, the need for increased outbound pipeline cover has never been so urgent). Furthermore, customers who are willing to invest in technology solutions for growth are more challenging than ever to locate. To thrive in this uncertain market alongside nascent solutions like AI, salespeople who adapt to the changing landscape as such and who connect with prospects on a deeper level represent the strongest solution to market and economic headwinds we'll all face over the coming five years.
How will sales processes change in the coming years?
In the rapidly evolving landscape of sales, it's clear to me that digital interactions are becoming the new norm. As technology continues to advance and sales teams adopt new tools and automation, the need for traditional face-to-face interactions is dwindling. In my experience, this shift has led to a boost in sales productivity as my team can focus their efforts on prospecting and closing deals, rather than being bogged down by tedious administrative tasks.
Thanks to these advancements our sales cycles are now being condensed, which is great news for reps as well as prospects. That said, I don't think it's all sunshine and rainbows - with less physical interaction, it's important for salespeople to find new ways to build relationships with prospects. While in-person events are still a valuable opportunity for face-to-face interaction, their effectiveness is declining. As such, successful reps need to find innovative ways to connect with prospects and build trust in the digital realm.
All in all, I think the future of the sales process is heightened efficiency and producing great results. As long as sales teams are willing to adapt to new technologies and find creative ways to build relationships, the sky's the limit.
I think the future of the sales process is heightened efficiency and producing great results. As long as sales teams are willing to adapt to new technologies and find creative ways to build relationships, the sky's the limit.
While digital tools have changed the sales game, the importance of human engagement and emotional intelligence can never be overstated. Sales representatives who know how to connect with their prospects and deliver value in real-time will always have a competitive edge.
What value does human engagement bring to modern sales?
In today's digitally-driven sales landscape, it's easy for prospects to research everything they need to know before making a purchase. But that doesn't mean the human touch is obsolete - far from it. Reps still play a crucial role as trusted advisors who can provide even deeper insights into the market than the vast sea of information available online.
Online demos are a good example of this. While they're a great way to show transparency and build trust, nothing beats a live demo between buyer and seller. This allows the rep to tailor their pitch to the buyer's specific needs and answer any questions they may have on the spot, whilst better controlling the narrative, sniffing out hidden reservations and actively guiding the customer towards a decision vs simply presenting information. That's not to underestimate the value of the buyer's questions themselves - they can reveal invaluable insights into their needs and preferences, helping the sales rep close the deal with confidence.
In short, while digital tools have changed the sales game, the importance of human engagement and emotional intelligence can never be overstated. Sales representatives who know how to connect with their prospects and deliver value in real-time will always have a competitive edge.
Linnworks connects, manages and automates commerce operations, powering businesses to sell wherever their customers are and capture every revenue opportunity.
