| Sales is a dynamic field, and 2023 really put that to the test. Buyer expectations are evolving, and salespeople need to react to these shifts. As we begin 2024, there are a host of new and emerging sales challenges that salespeople have to account for. Here are FIVE of the main concerns salespeople will face in 2024…and how to address them. 1. Buyers crave personalization – A salesperson who can leverage technology in a way to personalize that messaging will win in 2024. Because there are so many salespeople reaching out via email and phone calls now as opposed to meeting with people in person, you have to figure out clever ways to get into these businesses with a personalized approach. 2. Realizing a Solid Product Alone Won’t Close Deals – Sales reps won’t be able to rely primarily on how sound their product or service is to land deals. The quality of the technology you’re selling alone doesn’t close big deals. With the sheer number of competitors offering any specific solution, running a strong sales process is more important than ever. 3. Incorporating Social Selling Into Their Broader Efforts – Social media is more or less omnipresent in virtually every aspect of modern life — and the sales world is no exception. Salespeople need to have a grip on how to leverage platforms like LinkedIn and Twitter for processes like prospecting, sharing relevant content, seeking referrals, and developing clout in their spaces.This challenge isn’t necessarily new, but it’s as pressing as it has ever been. 4. Keeping Prospects Engaged Throughout Their Sales Processes – It starts with leadership putting together a sales process that lends itself to thorough communication. Then you need to execute the process effectively…that means communicating with them throughout the sales process — finding ways to convey value at every stage with the parties you engage with. Touch base consistently but not intrusively. 5. Standing Out From the Competition – Standing out from the competition is one of the most prevalent challenges facing salespeople. Overcoming this challenge starts with determining value through understanding — having a thorough pulse on how your product or service works, the vertical you operate in, your buyer personas, who your direct competitors are, and how they try to set themselves apart. The unique value your company can offer provides the basis for your differentiation. If you want to stand out from the competition, you need to know what makes your business special. |
