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by O__________O
1353 days ago
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Sales industry is full of stats like this, author mentions businesses that focus on sale rep call analysis and training like Zoom, Gong, and Chorus; here’s example of bunch of call stats from Gong: https://www.gong.io/blog/cold-call-stats/ What none of these sales businesses want you to know is that while sales will never go away, reality is buyers increasingly have more and more information and sales is increasingly less and less relevant. Customer education prior to reaching a sales rep and customer success after onboarding are though increasingly important. |
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That said, I hear a lot about how smart customers are and how they have more info, but as tech sales in cloud, I can say for sure that helping customers understand what their real problems are is the biggest part of the job.
Sometimes the requirements are framed in their last tech's limitations. Other times they're looking at too small a piece of their overall system's challenges, trading one bottleneck for another. Other times they're stuck in a big org's bureaucracy and need help threading that needle. Still other times they ask for a genuine opinion.
Maybe it's best described as a shifting role for sales. It used to be a pure discovery-problem sales solved. The future will be more consultative, which in either case will require better skilled sales teams.