Outside sales is a dynamic and competitive field that requires constant adaptation and innovation. To stay ahead of the curve, you need to keep up with the latest trends, best practices, and technologies that can help you reach more prospects, close more deals, and grow your business. In this article, we'll share some tips on how you can do that.
The first step to staying ahead of the curve is to know your market inside and out. You need to understand the needs, challenges, preferences, and behaviors of your target customers, as well as the competitive landscape, industry trends, and market opportunities. You can use various sources of information, such as market research, customer feedback, social media, industry publications, and trade shows, to gather insights and identify gaps and niches that you can fill. By knowing your market, you can tailor your value proposition, messaging, and strategy to match the expectations and demands of your prospects.
One of the most important things for me in trying to stay ahead of the curve in outside sales is in your own ability to make people want to buy from you. I believe that when you travel to an organisation to evangelise, eulogise and sell your products, you are actually there to represent and sell at least two brands. Your organisations brand and just as important, your own personal brand. It is really easy to believe that you are just there to do your job, sell your company's products. But people buy from people. The premise is that when salespeople engage in face-to-face interactions with potential customers, they are not only representing their organisation's brand but also creating an impression of their own personal brand.
Technology is a key ally for outside sales reps who want to stay ahead of the curve. You can use various tools and platforms to streamline your workflow, optimize your performance, and enhance your customer experience. For example, you can use a CRM system to manage your contacts, leads, and opportunities, and automate your follow-ups and reminders. You can use a sales enablement platform to access and share relevant content and materials with your prospects, and track their engagement and feedback. You can use video conferencing and screen sharing tools to conduct virtual meetings and demos, and overcome geographical barriers. And you can use analytics and reporting tools to measure your results and identify areas for improvement.
Social selling is the practice of using social media to build relationships, establish trust, and generate leads with your prospects and customers. It's a powerful way to stay ahead of the curve, as more and more buyers are using social media to research solutions, compare options, and seek recommendations. You can use social selling to showcase your expertise, share valuable content, engage with your audience, and create a personal brand. You can also use social media to listen to your prospects' pain points, challenges, and goals, and offer relevant solutions and advice. By doing so, you can position yourself as a trusted advisor, and not just a salesperson.
To stay ahead of the curve, you also need to keep learning new skills and developing your competencies. Outside sales is a complex and evolving field that requires a diverse set of skills, such as communication, negotiation, presentation, problem-solving, and emotional intelligence. You can use various resources, such as online courses, podcasts, webinars, books, and blogs, to learn new skills and update your knowledge. You can also seek feedback from your peers, managers, mentors, and customers, and identify your strengths and weaknesses. By learning new skills, you can boost your confidence, credibility, and effectiveness as an outside sales rep.
Finally, to stay ahead of the curve, you need to be willing to experiment and innovate. You need to try new approaches, methods, and techniques, and see what works and what doesn't. You need to test different variables, such as your pitch, your offer, your channels, and your timing, and measure their impact and outcomes. You need to be open to change, and adapt to different situations and scenarios. And you need to be creative, and find new ways to add value, differentiate yourself, and delight your customers. By experimenting and innovating, you can discover new opportunities, overcome challenges, and achieve your goals.