Sales Tech – The advent of tools like Outreach.io have automated demand generation to the point of absurdity and our buyers are the ones pushing back. Robo Dialers and Automated Emails have put up a wall of resistance that is hard to overcome with traditional techniques. The result, silence.
GDPR – As of May 25, 2018 – the game is changed. Companies must obtain the opted-in consent to email buyers in most European countries. Canada has CASL with many of the same concepts of limiting solicitations. This is certainly a blow back to the above statement that it is just too easy to blast a batch of emails.
LinkedIn – It was bound to happen, Microsoft has its fingerprints all over LinkedIn. I receive just as many unsolicited InMails as I do Emails that are trying to be authentic, but I have a trick. I put my first initial in my name (M.) that is captured in a bulk send as M. Scott for my first name.
Artificial Intelligence – AI presents itself in sales in the form of automated web chat, emails, or voice mails. One of our clients has created an AI for sales management – so it isn’t just the front lines. If your job can be done by a robot – then you need to focus on the piece that cannot as this functionality grows.
Outsourcing – When I receive calls from what I think is San Francisco, Boston, or New York I get a excited (415 / 617 / 212 area codes) However, when I hear a delay and someone from a what sounds like an obvious call center asks if M. Scott is available I realize I have been duped. My guard is obviously up for the next call.
Too Much Information – Sales people provide demonstration, pricing, use cases, and competitive differentiation as a value-add in the sales process. Today – almost all of this can be found online. Just search YouTube for a product demo, the website for customer and pricing data, and G2 Crowd for competitive details.