Tag Archives: sales enablement

7 Sales Trends for 2017

Sales is a constantly evolving field due to continual shifts in the world around it. As it is constantly changing, it’s important to realize key trends that may be shaping it in the near future. Here are the top seven to think about for the upcoming year as we look forward into 2017.

1. Leverage big and little data

Sales has more access to accurate and meaningful data than ever before. With this heightened availability, sales professionals should expect to see even more emphasis placed on analytics and data interpretation in the future, according to Salesforce.

2. The adoption of social selling

While social selling might merely be a buzzword to some at the moment, this strategy is actually incredibly important for salespeople to learn more about the people they are selling to. With this model, you can target companies and even know more about the pain points these individuals and their companies are experiencing.

3. More connection between sales and marketing

This disconnect between sales and marketing will likely lessen in the next few months and years as people began to see the benefits gained from working on the same page. Whether it’s called sales enablement or just doing business, these two departments will interact and engage more.

4. Consumers will want a voice

People want to know who they are buying from nowadays. As a result, consumers want human interactions with the companies where they shop. While automation is beneficial, companies shouldn’t replace meaningful human interaction with it.

5. Content is king

sales trends for 2017Thought leadership content is a huge trend in generating leads and making sales today. For cold prospects, it can warm them up. For people in the funnel, it can provide more ideas and information. Consumers want to know more about what they are buying from perceived experts, and successful content marketing strategies helps sales teams achieve this goal. This content comes from a variety of places, but one of the best converting: webinars.

6. Cold calls will become more irrelevant

With thousands of new solutions and selling strategies available, cold calling is likely to fade in the near future. Consumers rarely are persuaded by cold calls and prefer being wooed over social media or through more personal means.

7. Discounts and loyalty programs will draw in more sales

Inc. reports that an annual survey from the consulting firm BIA/Kelsey of 500 small to medium-sized businesses found that 26 percent of their sales would come from discounts. The average consumer is far likelier to purchase goods or services if they are offered an incentive or discount.


Unsung Heroes: BizOps

Business operations, commonly referred to as BizOps, started off as one of the famous Silicon Valley “buzzword” jobs, but now is one of the hottest fields to get into. What you might not know, however, is that a solid, knowledgeable BizOps team is just what your organization needs to get ahead.

So what do BizOps employees do?

In short, this team has the difficult task of keeping core internal functions at your company up and running. They may handle everything from day-to-day operations to high-priority initiatives. Their main role is to create more value for the company as a whole and improve its profitability by supporting the people who run it.

hooray for bizopsBasically, this team is the group of people that gets things done at your organization. They are charged with understanding your business’s strategy and putting that plan into action. For example, if your company seeks to move into a new market in another state, these are the individuals who will be hard at work, fine-tuning all the small details and putting pieces into place to make that happen.

Where do they fit in?

The cool part about BizOps teams is that they aren’t tied to one particular department or focus. They can be involved at multiple levels and areas of a company, such as sales, financial, product and communication departments. Most simply, if you have a goal or problem, they have an answer or solution.

Your company’s size depends on the role of your business operations team. BizOps might be involved in diverse areas of your organization, and as your operations evolve, so will their roles. Instead of stagnating, they will adapt to fit need company needs. They will learn to prioritize different projects and goals and provide a cross-department communication channel for everyone at your company.

Problem solvers to add revenue and decrease cost

Because they’re problem solvers, they’ll streamline, look for efficiency and no doubt save you time and money. And if they’re working on sales and marketing opportunities, they’ll help you gain revenue. For example, at ReadyTalk, BizOps is one of the leaders to helping with sales enablement. Ensuring our sales team is ready, understands how to sell products and has access to back-end systems to follow-up on leads is vital.

So let’s hear it for Business Operations … otherwise known as BizOps!

Want to improve systems?

Start here! We have a communication ebook to get stakeholders and users on board to improve adoption.

Download ebook