B2B Sales & Marketing Trend
Agrawal, A. (2015). How B2B Sales Will Change in 2016. Retrieved November 30, 2016, from http://www.inc.com/aj-agrawal/how-b2b-sales-will-change-in-2016.html was telling us in December last year that we would see 3 big change in the B2B sales and that would be the trends as a result.
One year later I would like to highlight that we still don’t find common 3D advertising. I don’t know for you do but I still don’t owner 3D google and they are not on my Christmas list. That being said I agree with Agrawal that probably over 75% of the B2B sales and marketers did create more content in 2016 than they did in 2015.I don’t have stats to support that but it seem right. I totally agree that these days marketing budget are totally independent of the economy being fast or slow, like we’ve seen in the past. Customers push business to invest in marketing to stay competitive. Agrawal was right, buyers have access to all the information they need and the sales person in not the knowledgeable advisor that they used to be. Video and social media really are part of the best practice when it comes to marketing. Agrawal predict the first change to be “A Change in Marketing will Cause a Change in Sales” I totally agree.
He also predicts that a “Changes in Buyer Behavior will impact sales techniques”. I agree on this statement but not on his rationalization. It’s true that buyers are more educate than ever before on the product itself but sales people are still the best resource when it come to the sales process. I hear one day that sales is an art that need to be constantly refine, I’ve been citing that one for so long that I don’t know where I got from. It’s exactly what it is adaptation and creativity make some of the best sales people out there.
Agarwal last statement was “Software is changing” focusing on the need of CRM system. I think that this is so 2000 late. I can’t understand how come business in 2016 still do not have a CRM in place, yes they are expensive and it’s an investment but it’s need. “CRM offers an average return of $5.60 for every $1 spent.” 18 Surprising CRM Statistics | Base CRM Blog. (2016). Retrieved November 30, 2016, from https://blog.getbase.com/18-surprising-crm-statistics If this doesn’t prove how important CRM are in an organization I don’t know what will. CRM is definitely one of the best field for sales people right now. Competition is savage but still a lot in demand and an investment in your CRM is always a good investment. Cloud, mobile, reporting, add on are proven to bring efficiency and financial returns.
I would say that over-all Agarwal was right. Will he become the Nostradamus of B2B Sales?