The Ultimate Guide to Writing Sales Strategy
The Changed Game
Over the past ten years or so, the world has changed significantly, and traditional sales strategy development has become redundant. Companies have seen the most change in the past ten years with the colliding of the global financial crisis, and the meteoric continued rise of the internet. Four of the major shifts that need to be addressed now are:
- Buyers have continued to increase their independence in decision-making over selecting the potential vendors or suppliers without engagement with their short-listed companies.
- Salespeople are no longer seen as resources of product knowledge and expertise; most information can be discovered on the internet.
- Marketing has taken over the function of traditional prospecting tactics.
- Mobility continued to penetrate sales teams, boosted by tablets and smartphones.