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The Future of Sales

TIFFANI BOVA

Before working with Salesforce, Tiffani was a sales, marketing, and customer service executive for startups and Fortune 500 companies. In these roles, she was recognized as one of the first to develop a robust go-to-market model for cloud-based solutions and indirect channel strategies to accommodate buying behavior changes. She left the corporate world and joined Gartner, becoming a Distinguished Analyst and Research Fellow. She won the Thought Leadership award and earned accolades from the technology world's best leaders for her cutting-edge analysis and skill at architecting bold new sales and growth strategies.

In case you missed it, we heard from Tiffani Bova, Chief Evangelist at Salesforce and the author of the Wall Street Journal bestselling book, GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Tiffani walked us through transforming selling strategies to adapt to the new now.

Almost 90% of businesses go through a growth stall at some point, typically due to internal rather than external factors. Only a small percentage of these businesses ever recover. The pandemic forced companies to step outside of their comfort zone and get used to trying uncomfortable new strategies. In the process, many found better ways of serving their customers and developed stronger relationships.

KEY TAKEAWAYS 

  • Businesses have transformed their selling strategies during the pandemic by expanding their focus from meeting short-term sales goals to experiencing long-term growth.

  • A business-as-usual mindset can prove fatal. The pandemic forced sales teams to adapt to meet customers’ changing needs. By the fall of 2020, sales had evolved, and customer relationships were more vital than ever before.

  • Closing the gap between what your customers want and what you deliver involves understanding that the buyer’s journey is fluid and does not typically align with a rigid, linear sales process. Growth is achieved by optimizing the ways that you sell rather than focusing solely on KPIs.

  • Sales teams must figure out the right questions to ask and use that information to understand and predict what customers want next, even if customers are unsure what that is.

  • Digital transformation has arrived with the expectations of technology finally matching capability. Automation technologies contribute to growth by giving sales teams more time to sell and focus on customer relationships.

 

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