Overview

The B2B sales profession is under tremendous, unprecedented pressure.There are several major forces that have dramatically altered the sales landscape over the past decade and most organisations are not adapting quickly enough. These factors include : a.    Buyers are now VERY empowered due to digital transformation. b.    Companies employing more complex buying processes.  c.    Product commoditisation making it harder to differentiate. d.    Significantly higher CX expectations e.    The impact of technology on the sales function.                                                                                                          With over half of salespeople failing to meet quota, not only are current B2B sales methods being questioned – the very existence of the sales function is being discussed. Forrester predicts that one million B2B sales roles will be eliminated by 2020. There’s a huge cull going on and a wide gap between those that are thriving and those being eliminated. There are many that have floated along based on their relationships and old-style selling skills, this just isn’t enough to thrive and survive in today’s market. But those who are upgrading their knowledge and skills, and building Next-Gen sales teams, have a very bright future. So how do hard-pressed business and sales leaders sort through the plethora of advice and sales tools out there, and find the right answers? Written by B2B sales expert Steven Norman, Future Proof Sales Strategy teaches sales and business leaders seven steps to transform their team’s performance and build a bulletproof sales machine – one they can point at a market with confidence, knowing it will generate revenue efficiently and profitably.                                         a.    Implement the right structure.  b.    Recruit and promote the right talent.  c.    Develop a Red-Hot Lead generation capability.  d.    Build high-converting Middle-Of-The-Funnel(MOFU) capability. e.    Leverage the Customer Experience and Referral Selling.  f.    Invest in Collaboration & Stakeholder Management.  g.    Focus on continuous change and improvement. This tried and tested framework targets every step of the sales process – from acquisition to retention, hiring the right team to accelerating performance, from stakeholder engagement to change management. The end result? More deals, more profit, career growth and a seat with the C-suite.

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Steven Norman is a seasoned B2B sales leader and general manager, with over twenty-five years’ experience in consumer, small business and enterprise sales. Throughout his career, he has worked for leading technology brands including Dell, NEC and Targus and has been responsible for over US$4 billion in sales. He is the founder of Growth Acumen, which helps companies implement world-class sales practices and leadership development.

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