{"id":8325,"date":"2019-02-25T17:12:44","date_gmt":"2019-02-25T22:12:44","guid":{"rendered":"https:\/\/blog.brainstation.io\/?p=8325"},"modified":"2019-03-01T11:32:25","modified_gmt":"2019-03-01T16:32:25","slug":"3-technology-leaders-on-the-future-of-sales","status":"publish","type":"post","link":"https:\/\/brainstation.io\/blog\/3-technology-leaders-on-the-future-of-sales","title":{"rendered":"3 Technology Leaders on the Future of Sales"},"content":{"rendered":"

To find out more about the sales industry and where it\u2019s headed, BrainStation hosted a <\/span>Future of Sales panel<\/span><\/a> featuring experts from leading technology companies, including LinkedIn, Shopify, and Eighty-Eight. Our panelists talked about how the industry is changing, the unique challenges it\u2019s facing, and what it takes to be successful in sales. <\/span><\/p>\n

Sales Challenges in 2019<\/b><\/h3>\n

Technology poses new challenges for sales teams, as buyers are increasingly knowledgeable about products and services through online research and reviews \u2013 before ever speaking to a salesperson. <\/span><\/p>\n

\u201cWith all the information out there, buyers are really educated,\u201d said Eric Demille, Sales Leader at Shopify Plus. \u201cAs a salesperson, you really have to differentiate yourself and sell the value that your solution is going to provide.\u201d <\/span><\/p>\n

According to Fatima Zaidi, VP of Business Development at Eighty-Eight and Co-founder and CEO of Quill, differentiation is key in a market where buyers have no shortage of options available to them. <\/span><\/p>\n

\u201cHow do you stand out from your competition and find your unique selling proposition? What are you doing differently from all the other competitors out there?\u201d asks Zaidi. \u201cTo overcome these challenges, I don\u2019t rely solely on outbound outreach. I rely on my personal brand, networking events, and building strong long-lasting relationships.\u201d<\/span><\/p>\n

Building Trust as a salesperson<\/b><\/h3>\n

Kalsang Tanzin, Regional Manager, Mid Market Sales Solutions at LinkedIn, emphasized that building trust is now crucial, as it is an unfortunate yet common perception that salespeople aren\u2019t trustworthy. \u201c77 percent of buyers said that they don\u2019t think sales reps know anything about their business and aren\u2019t in a position to help,\u201d said Tanzin, quoting a Forrester article<\/a>.<\/span><\/p>\n

The way the sales profession is portrayed, whether it be on television or in the corporate world, doesn\u2019t help when a salesperson is trying to build trust with their client. <\/span><\/p>\n

\u201cThe biggest challenge is the way sales is perceived. It\u2019s perceived as a slimy profession, which it\u2019s not. The sales profession is a human interaction,\u201d said Demille. \u201cWe always say, we need to work to earn [a client\u2019s] business over and over.\u201d<\/span><\/p>\n

Zaidi put it best:<\/span><\/p>\n

\u201cThe best way to be a salesperson is to not be a salesperson, and to build trust.\u201d<\/span><\/p>\n

What it Takes to be Successful in Sales<\/b><\/h3>\n

We know sales is important, and yet there is so little formal education or training that prepares aspiring sales professionals for the role. We asked our panelists what it takes to be a good salesperson, and what they look for in a candidate.<\/span><\/p>\n

\u201cA demonstrated ability to be curious and to learn is a must have,\u201d said Tanzin. \u201cWhat makes you successful? Your attitude, your aptitude, and your experience.\u201d<\/span><\/p>\n

\u201cI\u2019ve often found that the most unexpected people have surprised me with their ability to hustle and to be resourceful,\u201d said Zaidi. \u201cI usually go with my gut and hire for a personality type, but I like giving new salespeople a chance because you never know who\u2019s going to surprise you.\u201d<\/span><\/p>\n

In sales, it\u2019s not always about your existing skills, but rather your ability and willingness to work hard and to learn quickly. <\/span><\/p>\n

\u201cI like salespeople who can demonstrate getting better every day,\u201d said Demille. \u201cYou can\u2019t train someone to be curious or self-aware. It\u2019s a strength to know what you\u2019re not good at.\u201d<\/span><\/p>\n

How to Start a Sales Career<\/b><\/h3>\n

Our panelists provided insightful advice for both aspiring sales professionals, and anyone looking to get better at their profession. If you\u2019re looking to pursue sales, this advice is for you: <\/span><\/p>\n

\u201cDon\u2019t take rejection personally, and approach your sales quota analytically,\u201d said Zaidi. \u201cBe resilient and bounce back.\u201d <\/span><\/p>\n

Demille\u2019s advice was simple. \u201cNever stop learning. You need to work on it, you\u2019re not going to be good at it the first time around.\u201d<\/span><\/p>\n

\u201cThe heart of sales is about understanding relationships, understanding who that person is and what matters to them,\u201d said Tanzin. \u201cCare about people.\u201d<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

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