A recent Gallup Poll found that Americans vastly prefer spring to any other season. Everything is blooming, progressing from the previous dreary winter, and people tend to awaken and reevaluate. Sales reps have recovered from the end of the year crunch they had to do months prior and tend to be ready to ramp back into full work mode, ready to hit quota and make more deals than the year prior. However, you can’t expect to progress if you keep doing the same things over and over again. So in order to move forward, let’s move back for a second and reflect on some lessons learned in B2B sales and business development in 2017.
To no one’s surprise, technology continues to evolve and change the dynamic of the sales process. However, technology has altered the sales process so dramatically that those that choose not to progress immediately along side risk complete failure and being left behind. This brings me to my first point.