June 5 by Eric Dreshfield
In today’s ever-evolving and competitive landscape, a winning business must be agile and adapt to the times. One prime example is how business models changed when the agricultural economy gave way to the Industrial Revolution. Today, we are in the midst of the next massive wave of change – the services economy, born with the advent of the Internet, mobile phones, and smart devices. For an enterprise to succeed, their sales process must evolve, and the role of the sales person must change.
“Shift your focus to supporting buying decisions and you’ll have all the agility you need.”
Mike Kunkle, Vice President of Sales Enablement Services at SPA and SPASIGMA
We live in a world of instant gratification and self-service. Why drive to the theater and fight the crowds to watch a movie when you have virtually unlimited viewing choices right in the palm of your hand. Tap – review hundreds of movie choices. Tap again to watch your selection. Want dinner with your movie? Tap again, and have your favorite meal delivered right to your door.
As consumers, we have grown so accustomed to this lifestyle that we now expect the same in our business lives. We want the ability to research companies, their products and services, without the pressure of a sales person. We find immense value in learning how others are utilizing the same tools, as well as the financial and operational benefits they are seeing.
“XaaS is a different scenario because the buyer can act without the seller’s help.”
Craig Rosenberg, Co-founder and Chief Analyst at TOPO, Inc.
At the core of the services economy is the customer’s buying experience and, in many cases, that is driven by the seller’s process. Where there’s a good match, buying and selling taking place where a customer prefers, A positive buying experience can establish customer loyalty and drive repeat business while a negative buying experience loses it. This is especially true the more complex the products are.
The pivotal challenge facing businesses today is modernizing and evolving their sales process to enable a better, and more personalized, easier buying experience for customers.