December usually sees a plethora of lists and predictions for the following year. This year is no different and I’ve checked out what some of the people I rate are saying.
Here are a few predictions for Principled Sellers to take note of and action next year. I took the liberty of adding one of my own from Valuable Marketing Predictions for 2013.
- Customers will only pay attention if you give your best
In 2013 it is the QUALITY not the quantity of your content that will set your business apart. Sonja Jefferson, Co-Author Valuable Content Marketing.
- More cross departmental collaboration
2013 will see more cross departmental collaboration (Sales and Marketing) when it comes to creating content. Kat Liendgens CEO of Hannon Hill.
- We will find ways to be human AND automate inbound marketing
Technology doesn’t build a relationship, people do. Marketers will start to become as commercially savvy about client relationships as sales people need to be. David Tovey, Author Principled Selling.
- Your dream clients no longer want to be treated like they’re a transaction.
Your clients want to be treated like they’re important. They want to buy from someone who cares about them and who will really help them achieve the business outcomes they need. Anthony Iannarino – Author, The Sales Blog.
- Involve Sales People In Company Decisions
Motivate sales teams by involving them and seeking their advice on matters that concern them. You might find they have some great ideas. Sean McPheat, Author ‘eSelling’.
- Sales responsibilities will move to Marketing
The expansion of lead generation responsibilities in B2B marketing is resulting in the moving of more sales-related tasks to Marketing. In 2013 we will see marketing teams take over more sales tasks, such as lead qualification, inside sales team management, and sales operations. Uri Bar-Joseph director of marketing at Optify.
- Professional service firms will change from partner centric technical advisers to client focused commercial advisers – or die.
Financial Times – Effective Client Adviser Report 2012.
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