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Infographic: Your Guide to Selling Smarter, Not Harder

New tech, the latest thinking, and evolving customer needs. How does the modern sales rep keep up? Get our guide to the future of sales.

The most successful sales people are always looking for ways to learn. Best practices in selling are always evolving, and with advancements in technology accelerating, there is always something new on the horizon.

Rapidly developing technology also means that innovation will become an important process for sellers. If you want to stay ahead of the competition, it’s vital to make time for innovation.

As Vernon Cheo, Regional Vice President of Sales at Salesforce, says, “innovation is driving the future of sales. For example, using AI to automate your processes today is more affordable, faster, and available to everyone. If you’re not applying AI to your organisation right now, you might find you get left behind.”

AI technology isn’t the only thing that is changing the way we work. Customer expectations are driving change too. More B2C customers are buying online than ever before, and most expect personalised offers every time. Eighty-seven percent of B2B buyers told us they expect sellers to act as trusted advisors, but only 61% said they actually trust sales reps.

And your company’s values matter. Eighty-eight percent of customers expect companies to clearly state their values, but only 50% think that actually happens.

An evolving sales landscape

All this adds up to a changing and challenging landscape for sales teams. But how can you stay on top of the latest thinking, make time for innovation, and satisfy your customers? We have gathered advice and insights from Trailblazers, industry experts and our own Salesforce specialists into our latest guide, Selling Smarter, Not Harder.

In the guide, you’ll find:

  • The deal makers — actions you can take today to prepare for the future of sales
  • The deal breakers — what are some old sales habits that have no place in modern selling?
  • The future of sales checklist — are you really ready for the future of sales?

Here’s just a sample of what you can expect to find in Selling Smarter Not Harder:

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State of Sales infographic.

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