Key Sales Skills for 2023 and Beyond

Sales is both an art and a science. It demands a precise blend of understanding market demands, creating genuine connections, and a dash of instinct. It's evident that the landscape of sales is shifting, rapidly. Marcus Sheridan defined 5 Sales skills that are key for success in 2023 and beyond. Based on Markus's post and did some digging. Here is summary of what I posted in the past couple of months in one article that references all 5 skills.

Skill #1: Deep Discovery (with better questions) ??

For decades, the sales process began with 'discovery'. But the future demands a much deeper dive. Research isn't just a preparatory step anymore; it's the foundation upon which successful sales are built. The LinkedIn State of Sales 2022 report reaffirmed this, revealing a huge contrast: 75% of top performers consistently engage in research prior to reaching out to prospects, whereas the average sellers are prepared for a only 47% of their meetings. We are in an age where customers spend just about 18% of their buying journey with sales representatives. The takeaway? Every moment with a potential buyer is precious. Deep discovery helps us make the difference and truly help the prospect.

Skill #2: Knowing When to Stop Asking, and Start Recommending ??

The beauty of sales is in the balance between inquiry and insight. Yes, understanding a customer's journey is the foundation. But what if the foundation is shaky with indecisiveness or overwhelmed by the flood of options? Gartner findings shed light on this dilemma: B2B buyers who lack confidence are significantly less likely to complete a purchase. So, how do we bridge this gap? The answer lies in timely recommendations. Instead of a firing the next question, there's power in pausing, interpreting, and guiding. We, as sales professionals, have a unique vantage point. We can gauge the unsaid, anticipate concerns, and provide clarity. It's time to transition from mere inquiry to actionable insights. Gartner says that role of sales people shifts from selling to helping the prospects "make sense" of all they've read, heard, watched or listened to regarding the problem they want to solve.

Skill #3: Social Selling and On/Off Camera Presence ????

Digitalization has transformed every facet of our lives, and sales is no exception. A huge shift from the boardroom meetings to Zoom and Teams calls, the sales extends now beyond physical boundaries. LinkedIn's Future of Sales report is a testament to this digital renaissance: 31% of sellers sealed deals above $500,000 without a single face-to-face meeting. What does this signify for sales professionals? Adaptation. Remote work is here to stay, and digital platforms have emerged as the new frontier for customer engagement. Now it's not just comfort in face-to-face interactions that counts. What matters more and more is how we perform in front of the camera and in the virtual world.

Skill #4: Speed, Speed, and More Speed ?

Time is of the essence, especially in sales. In this digital age, where every click offers a number of choices, response time isn't just a metric; it's an expectation. 麦肯锡 's research underscores this urgency, revealing that delayed responses frustrate buyers more than cost concerns. In this high speed landscape, the mantra is simple: be swift or be left behind. A timely response, an agile strategy, and the ability to pivot as per client needs are what will set top sales professionals apart. Speed doesn't just signify efficiency; it means respect for the client's time and a true commitment to their needs.

Skill #5: True Subject Matter Expertise ??

In a world flooded with information, what truly stands out is expertise. Buyers today aren't just seeking products; they crave perspectives, insights, and knowledge that challenges their current beliefs. The State of Sales 2022 Report unveiled a powerful insight: an overwhelming 89% of buyers lean towards a purchase if the seller can pivot their perspective. The emphasis, therefore, isn't just on selling but enlightening. Continuous learning should become DNA of modern sales. Beyond products, beyond services, sales professionals are now seen as consultants, advisors, and most importantly, as experts.

As we gear up for 2024, it's clear: the world of sales is as challenging as it is exciting. These five skills are not mere strategies; they are philosophies, guiding us to redefine sales for the next era.

?? I'm curious: how do you envision your evolution in 2024? Share your aspirations, insights, and strategies below!" ??