Category: Blog
Top 4 Trends Impacting B2B Sales Right Now

In nearly every client and prospect meeting, we are asked about the top trends impacting B2B sales right now. Over the last year, we have seen the top 4 B2B sales trends to be:

  • The Internet of Things (IOT for short) and the Digital Economy
  • Centralized or De-centralized Sales Organization Structure
  • Efficiency vs. Effectiveness
  • Social Selling

These trends impact the ability of sales organizations to deliver revenue, margin, customer loyalty, and customer satisfaction. They not only impact sales leaders, but also impact all levels of the sales organization. Sales people should be aware of the trends impacting decisions by their customers. Sales leaders should be aware of the trends that impact them internally and externally.

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Is There a Summer Slow Down for Your Business?

When I was younger, the business cycle seemed to have a summer slow down. That is no longer the situation. Clients and prospects still take holidays, but the business keeps moving forward at an ever accelerating pace.

We are lucky this year to have two interns working with us. Both are pursuing an MBA through the University of Georgia. We moved forward based on their interest in B2B sales and having the opportunity to take some of their year one learning from the MBA program and apply it to real business situations.

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Why Sales Operations is Key to Driving an Effective Sales Transformation

The final element shared at the Sales Leadership Community breakfast was the importance of sales operations in driving a successful sales transformation. I was reflecting on it this evening, and I estimate that the team at SOAR has been engaged to enable the success sales transformations that have created hundreds of millions of dollars in value for our clients. Then I thought about the sales operations teams that have been involved in our work. As one of the panelists at the breakfast shared, sales operations can make or break a transformation effort.

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