12. Donal Daly
CEO, TAS Group
Insights-led engagement. Trish Bertuzzi
President,
Blending of inbound & intelligent outbound. The Bridge Group
13. Donal Daly
CEO, TAS Group
Insights-led engagement. Trish Bertuzzi
President,
Blending of inbound & intelligent outbound. The Bridge Group
Kyle Porter
CEO, SalesLoft
Sincere emails and social rapport.
14. Donal Daly
CEO, TAS Group
Insights-led engagement. Trish Bertuzzi
President,
Blending of inbound & intelligent outbound. The Bridge Group
Kyle Porter
CEO, SalesLoft
Sincere emails and social rapport. Rick Roberge
Advisor,
Personal brands to attract prospects. Sales Rock Stars
15. Donal Daly
CEO, TAS Group
Insights-led engagement. Trish Bertuzzi
President,
Blending of inbound & intelligent outbound. The Bridge Group
Kyle Porter
CEO, SalesLoft
Sincere emails and social rapport. Rick Roberge
Advisor,
Personal brands to attract prospects. Sales Rock Stars
Jason Jordan
President, Vantage
Better targeting of high-value prospects. Point Performance
17. “WE NEED MORE LOCAL CONFERENCES TO
BUILD AUDIENCES, SHARE USEFUL IDEAS, AND
HELP PEOPLE get things done RIGHT AWAY.”
Aaron Ross
Author, Predictable Revenue
18. “KNOWLEDGE AND SKILLS HAVE BECOME shooting stars IN THE
SALES UNIVERSE – AND THEY’RE BURNING OUT. IN 2014,
PASSION, CURIOSITY, AND INSIGHTS WILL BE THE SHINING
STARS; THEY ARE THE TRUSTED GUIDES FOR THE BUYING
JOURNEY.”
Gerhard Gschwandtner
CEO, Selling Power
19. “WE ARE GOING TO SEE AN INCREASE
IN legitimate accountability RESULTING FROM
PROACTIVE SALES MANAGEMENT. WE
CAN'T KEEP LOOKING BACK TO
2008-2009 WHEN IT WAS ACCEPTABLE
TO GIVE A PASS FOR POOR RESULTS.
IT'S TIME TO PRODUCE!”
Mike Weinberg
Consultant, Coach,
and Author
20. “THIS IS THE year of technology FOR SALES
REPS. SALESPEOPLE WILL GET TO GOAL
FASTER AND SERVE THEIR CUSTOMERS
MORE EFFECTIVELY.” Mark Roberge
CRO, HubSpot
21. “2014 IS THE year of the salesperson.
THOSE WHO DEVELOP
PERSONAL EXPERTISE AND
BRING VALUE TO EACH
INTERACTION WILL DOMINATE.”
Jill Konrath
CEO
22. “WHILE ‘INSIGHT’ SELLING HAS
BEEN THIS YEAR’S APPROACH DU
JOUR, THE VALUE OF QUICKLY
TRANSITIONING FROM
PONTIFICATION TO active listening
WILL RE-EMERGE AS THE REAL KEY
TO LONG-TERM SALES SUCCESS.”
Frank Visgatis
President & COO, Customer
Centric Selling
23. “I BELIEVE THE THIRST FOR GENUINE
AND INDIVIDUALLY CREATED QUALITY
CONTENT WILL MEAN THAT
SALESPEOPLE (LIKE COMPANIES) WILL
NEED TO differentiate themselves. THEY’LL
NEED TO PROVIDE EXPERTISE IN THEIR
SPACE FOR THEIR PROSPECTS.”
Frank Belzer
Author, Sales Shift
24. “THE BIGGEST TREND EMERGING IN
SALES THIS YEAR IS DYNAMIC, SPECIFIC,
AND ENGAGING email subject lines.”
Jon Birdsong
CEO, Rivalry
25. “AS MORE OF THE ‘FACEBOOK GENERATION’
BECOMES THE NEXT GENERATION OF CMOS,
CTOS, AND CIOS WITHIN CORPORATIONS ...
SALES PROFESSIONALS IN 2014 WILL HAVE
TO LEAN MORE ON BETTER PRODUCTS,
BETTER SOLUTION SELLING, AND A MUCH
MORE informed buyer THAN THEY EVER HAD
TO BEFORE.”
Mike Brown Jr.
General Partner, Bowery Capital
26. “2014 WILL BE THE END OF THE
‘SALES GENERALIST.’ CUSTOMERS
WANT TO WORK WITH SALES REPS
WHO HAVE industry and product expertise
– WHO CAN HELP THEM MAKE
BETTER AND FASTER PURCHASE
DECISIONS.”
Andy Paul
Founder, Zero-Time Selling
27. “2014 WILL BE THE YEAR OF THE ‘super-powered salesperson.’ BY
EMPOWERING REPS WITH MORE INSIGHTS THAT ARE BETTER
ORGANIZED THAN EVER BEFORE, WE'RE GOING TO SEE THE
PERFORMANCE OF TEAMS AND INDIVIDUAL REPS SKYROCKET.”
Armando Mann,
VP of Sales and Customer Success,
RelateIQ
28. “WITH THE DEMAND FOR INSIDE SALES REPS FAR OUTSTRIPPING SUPPLY,
2014 IS THE YEAR ORGANIZATIONS ARE GOING TO HAVE TO GET creative
ABOUT RESOURCE ALLOCATION AND TERRITORY COVERAGE.”
Trish Bertuzzi
President,
The Bridge Group
29. “IT WILL BE RECOGNIZED THAT THERE IS
NOT A DEFICIT IN DATA OR ANALYTICS, BUT
A DEFICIT IN insight.”
Donal Daly
CEO, TAS Group
30. “2014 WILL BE ABOUT MATCHING THE SOPHISTICATION OF AN
EDUCATED BUYER. THE BEST SALES PROFESSIONALS WILL go
and find WHERE THOSE CONVERSATIONS ARE HAPPENING AND
CHIME IN WITH HELPFUL FEEDBACK TO EARN CREDIBILITY
BEFORE THEIR COMPETITORS EVEN ENTER THE DISCUSSION.”
Danielle Herzberg,
Senior Sales Manager,
HubSpot
31. “SALES NEEDS TO HELP
PROSPECTS IN THEIR BUYING
PROCESS. Every touch NEEDS
TO BRING VALUE OR PROVIDE
A CHALLENGE FOR THEM TO
THINK ABOUT.”
-Michael Damphousse
CEO/CMO, Greed Leads
32. As you start selling in
2014, keep these trends in mind.