B2B sales is harder than ever before. Product life-cycles are getting shorter, sales cycles are getting longer, there are more competitors entering the market, and buyers are increasingly educated, doing most of their research online before they even call you. Then, when you finally get the meeting, the buyers only seem interested in finding out your best price.
Despite all of this, your manager keeps asking for more – more calls, more meetings, faster, faster, faster! You’re stuck between a rock and a hard place – a more challenging sales environment than ever before on one side, and ever-increasing quotas and expectations on the other. How will you respond? Wait and see how it all unfolds? Or fight for your career and your livelihood?
In The Future of the Sales Profession, sales leader Graham Hawkins shares the cold, hard truths about the new realities facing the sales profession, as well as what you can do to protect and enhance your career. Nearly 25% of B2B sales professionals will lose their jobs to self-service eCommerce by 2020. Will you be one of them?