There is a reckoning in sales, and we're up for the challenge!
Earlier this year, we had our first webinar in our 3-part Sales Crossroads series: Evolution or Extinction, I shared the disruption we are seeing in sales, how to create a sales transformation, and what those who successfully achieve growth are doubling down on.
I was joined for a guest Q&A with Sales Expert: Alana Brittain, APAC Sales Leader from LinkedIn.
Alana shared so much gold that it's hard to pick just a few takeaways, but here are three of our favourite insights.
1. Two Key Mega Trends
Alana shared insights from her recent interview with LinkedIn's Chief Economist. Two mega trends are changing the game, and all of us need to be aware of them:
Generative AI
The changing of the guard to millennial and Gen Z decision-makers.
These trends are not just fads but changing go-to-market and growth strategies.
Mega Trend 1: Generative AI: A Game-Changer in Sales
Those that embrace AI now will be the winners in FY25.
75% of high-performance sellers are using AI. With 60%+ of sellers' time NOT spent on selling, AI is here to be your virtual assistant and improve productivity.
The skills needed for the workforce today are changing, and AI is one of the new skills needed!
A key takeaway from Alana was to consider the source of data and whether it is reliable and the right fit for your business before going on your Gen AI journey.
Another takeaway was balancing AI with personalisation on sales outreach. Personalisation is winning, so a balance needs to be found.
We also unpacked how LinkedIn Sales Navigator AI capabilities save sellers time when researching and profiling prospects and clients.
Mega Trend 2: The Rise of Millennial and Gen Z Decision-Makers
In Australia, 65% of B2B decision makers are now Millennials and Gen Z. This demographic of buyers has grown up with technology and is showing a preference for digital sales.
We need to take lessons from B2C and have more digital channels and tools available in the B2B buying journey to cater for the preferences of a digital native profile of buyers.
Sales and go-to-market strategies need to reflect the digital natives who are coming into director and senior decision-making roles.
2. Navigating the Noise: Quality Over Quantity
A key takeaway was the opportunity to stand out from the noise and quality over quantity.
Alana spoke about quality content performing well on LinkedIn and this approach is far more successful for outreach.
Those that exceed their quota are researching and personalising every time.
3. Be a lifelong learner
Alana left us with a very valuable message: Be a lifelong learner and embrace change.
There are never enough hours in the day. All of us face that challenge, but those who prioritise learning will be the winners, as the skills needed in roles today are changing.
The skills needed for today's job market have changed roughly a quarter since 2015.
By 2027, the skill sets are expected to change by 50% when compared to those in 2015.
89% of Learning and Development professionals agree that building employee skills and upskilling is crucial for this evolving future of work.
The future of sales is here, but it requires adaptability and a willingness to embrace change. By understanding the key trends shaping the industry and implementing effective strategies, you can position yourself for long-term success.
Let's grab a virtual coffee here if you think there could be an opportunity to work together.
Comments