Business management is a constantly evolving discipline, and that means there are new development constantly. The majority of them fall quickly by the wayside as they fail to produce results, or prove too costly or disruptive to many businesses. A few, though, become ingrained as go-to techniques.
The following 10 trends are making a name for themselves at the moment, and will bear watching throughout 2017, and probably beyond. They won’t all prove worthy, but they probably will give us important insights either way.
Customers have built u substantial ‘psychic armor’ against purely ‘sales-focused’ techniques. However, they do seem to respond well to sales people who really know their product and how to use it for better results.
SMEs may become vital to communicate your product’s value to the customer, but they aren’t really trained in closing the sale. With sales support people on hand to spot and act on opportunities, you could see better results.
Well-integrates sales and content marketing material still includes valuable information for the user, but also suggests how to move the process forward, in a non-pushy manner.
The use of integrated collaboration solutions could become much more important than traditional email contact for many users, leading to less ‘inbox monitoring’ and higher actual productivity.
Rather than focusing on locking customers into long-term contracts, many businesses will turn to a model where they instead encourage frequent renewals or even open-ended monthly payments.
It is all but inescapable – ‘millenials’ will become the next generation to step into leadership roles. Those roles must then adapt to the strengths and weaknesses of the people occupying them. Just how is an open question, though.
Today’s consumers are more tech-savvy than ever, and they respond poorly to broadly targeted sales messages. Narrowly (and intelligently) segmented marketing efforts will be needed going forward.
If you want general, fungible goods or services, you’ll go online. You’ll only pay a premium for personal service if it adds something meaningful to the deal. Expert advice or carefully curated stock will still be worth paying for all the overhead.
Executives, consumers, and everyone in between are getting more information form online video channels. If you want your sales message to be heard, it had better also be watched.
A crowdfunding initiative has 2 main benefits: it allows a company to gage consumer support for a product or service accurately, and it costs a lot less than traditional techniques. This could be a game changer in 2017 and beyond.
You can read more about this topic at Forbes.