What's the Future of B2B Sales?

Sales is much more of a process than it is an art.

Episode Summary

Jake Dunlap, Founder and CEO of Skaled Consulting, joins Connor to talk about the evolution of sales and what’s in store for the future. Learn about the importance of process-driven sales, identifying where your customer is in the sales cycle, and using your tech stack to its full potential to address your existing bottlenecks.

Key Takeaways

• Today’s customer has done their research. They can be 80% of the way through the sales process before you have contact with them. You need a strong understanding of the sales process — which is almost universal — and a clear picture of where your customer is in that process when they make contact.
• With sales technology, to get your full ROI, make a solid plan for deployment, systems integration, and continuous optimization. Identify the bottlenecks you have, and choose/use technology to address existing problems.

Jake’s Top Sales Tech Stack Recommendations:

• For customizing and tracking steps in your sales process, Outreach.
• For a strong, clean data collection tool, LinkedIn Sales Navigator.
• For analytics to gauge the impact of your content, InsightSquared and Vidyard.
• For following up with personalized gifts, Sendoso.

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