Mega-Threats to the Sales IndustryJocelyne Hall2024-02-19T21:50:04+00:00
Mega-Threats to the Sales Industry
In this EBook, Nikolaus Kimla explores the Mega-Threats to the Sales Industry.
The four chapters you gave are from an ebook on sales mega-threats. Chapter 1 explains mega-threats and why the industry should investigate them. The first mega-threat, technological developments in sales roles, is covered in Chapter 2. The second mega-threat, dataDataData is a set of quantitative and qualitative facts that can be used as reference or inputs for computations, analyses, descriptions, predictions, reasoning and planning. mismanagement, is examined in Chapter 3. Chapter 4 covers the third mega-threat, improper procedures and technology, emphasizing the significance of effective and coordinated sales processes.
Nouriel Roubini has a fascinating bestselling book called MegaThreats: Dangerous Trends that Imperil Our Future, and How to Survive Them. In this book, Roubini lays out 10 trends that seriously threaten our survival. This book got me thinking: are there mega-threats for our industry coming our way? Thus began creation of an ebook on mega-threats to our particular area of endeavor.
The First Mega – Threat to the Sales Industry
Let’s look at the first sales mega-threat, which deals with the salespeople
While researching this ebook, I turned back to an excellent book that was popular when I first brought my business to the U.S. from Austria a little less than 11 years ago. The book was by Daniel Pink and was entitled ” To Sell Is Human: The Surprising Truth about Moving Others”. Going back through Pink’s book, I was startled by how much has changed since it was published. Many factors addressed in the book are no longer relevant, mainly due to the incredible advance of technology.
The Second Mega-Threat to the Sales Industry: Mishandling of Data
The next mega-threat we’ll take up is the mishandling of data. This is a threat to any enterpriseEnterpriseEnterprise (in the context of sales) is a relatively large organization typically composed of multiple levels, locations, and departments which need multi-layer software systems that support collaboration across a large corporate environment.—or, for that matter, any organizationOrganizationOrganization is a cohesive group of people working together and formally bound by a shared identity (e.g., one team, company, club, etc.) and a common purpose (e.g., business growth, athletic victory, etc.). or even a government. Data could be generally defined as “facts or information.” It is used for evaluating situations, creating understanding, and many other functions. Data, in many forms, is what humans communicate to each other.
There are two basic ways data can be harmful: if it is mismanaged or if it is inaccurate.
Mega-Threat Number 3 to the Sales Industry—Missing Processes and Wrong Technology
Let’s take up the final mega-threat to the sales industry—missing processes and wrong technology.
Every activity a company undertakes is a process, and these processes must be as efficient as possible. Processes must also be in very tight coordination—otherwise, another process (or individual or group of people) is left waiting up the line.
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This ebook is on the subject of “Win Together.” It falls under the same context as“win-to-win” described in my book Network Selling: Guarantee Success for the Digital Age. Today, this aspect of sales is more important than ever, and must also be part and parcel of CRM solutions.
“For some years I’ve been saying that, as a society, we’re in the midst of a transformation. Given what’s happened in the last couple of years, there’s no one left who is disagreeing with me! It’s become very obvious.”
Nikolaus Kimla, CEO at Pipelinersales, Inc.
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when it comes to emotions. But just as with our Network Selling model, E.Q. isn’t just for sales, either. It’s actually the missing factor in human interactions, for confrontation—a common “tool” in human interactions—doesn’t actually handle anything.