Nothing beats a good, old-fashioned end of year sales wrap-up.
And today, Pipedrive is honored to bring together eight renowned sales leaders and to share their insights on the state of the sales industry with our customers and friends. We asked each expert what they thought was most notable in the wonderful world of sales in 2016 and what they expect to see more of in 2017.
The consensus? Despite the proliferation of technology aimed at helping salespeople do their jobs, more and more sales organizations are returning to the building blocks of sales:
- Conversations with prospects
- Building long-term relationships with customers
- Managers coaching sales reps in person
That doesn’t mean sales technology will be abandoned in 2017. Many of the experts we spoke with hoped to see more technology used in sales next year, including:
- Social selling
- Sales enablement
- Artificial intelligence (AI)
- SMS text messages
Whatever the technology, our experts caution that even the best sales tech must be backed by a solid sales strategy and can never be used to replace building good relationships between reps and prospects.
This is good news for salespeople (who won’t be replaced by robots) and for customers (who likely prefer talking to a person rather than an AI assistant). It’s also potentially good news for sales organizations, as our experts predict organizations that prioritize communication will be successful.
But it may not be as great for the creators of sales tech, who face increasing competition in an evolving and crowded marketplace.
Read on to see what the experts have to say about the sales industry in 2016, and what we can expect to see in sales in 2017. (more…)