The only people who are super busy and banking on their billible hours are web developers, SEO analysts, social media thought leaders and anyone involved with online media. Doesn’t it get exhausting reading about the economic downturn- almost as much as reading about social media and where to begin.
I like to take my crystal ball out and forecast trends as many of you may have seen our very popular Hotlist: What’s In/Out in Inside Sales for 2009. I also publish a 2009 Inside Sales Trend Report. Last week, IDG came out with their predictions which are completely aligned with our forecasting trends. Here is the full presentation and an overview of their predictions:
Top 10 IDG Predictions:
1. Selling strategies that worked last year will not work in 2009- we are now selling in a Sales 2.0 world.
2. Companies that significantly reduce their sales and marketing investments will be gone by 2010- when times are tough- increase your marketing and sales so companies know you are doing well.
3. Companies that blame their lack of selling by the economy will be gone by 2010- stop the finger pointing, sales is the only department that can create opportunities- it’s the engine.
4. Sales organizations will be asked to do more with less- it’s back to basics.
5. Companies have cut T&E budgets deeply. Most will lose valuable face time with customers and prospects. Those that shift headcount to inside sales will provide similar levels of customer touch at lower cost…and drive customer satisfaction.- Inside sales comes out smelling like a rose during times like these.
6. Sales organizations that bolster dedicated investments in lead quality and demand generation will be rewarded with significantly higher sales productivity- that’s right, clean up that dirty data.
7. Organizations that cut sales training in 2009 will suffer. Organizations that bolster sales training in 2009 will prosper- training is also a great motivator and confidence builder.
8. Savvy organizations will use the economic downturn as justification to replace direct sales “laggards” with well enabled inside sales. Customer (and employee) satisfaction and sales productivity will rise accordingly. Yeah!
9. If you remain confident and customer focused, understand the impact of the economy on your customer, and strategize to serve them accordingly, your organization will be well positioned to thrive in 2010- This is the best time to think, reflect, plan, strategize as it places you ahead of the competition.
10. Continued support of customers during the downturn will earn loyalty (build relationship capital) when the turnaround comes- Customers need TLC more than ever- they are scared, risk averse, frustrated and the last thing they want are pushy, agressive salespeople who forgot how to listen.
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