Top 10 Trends in Sales and Business Development for 2014

Will companies be hiring more salespeople in 2014? What will companies do to stand out from the competition? Will CRM systems expand or contract? How will the economy impact business growth? These are some common questions I hear as I address audiences around the world. Here are my predictions for the ideas and trends that will shape sales and business development in 2014.

1. Evolution of Subject Matter Experts

Buyers can now get just about all of the information about your company, products, and services from your website. However, what they do not have is the trends, best practices, or creative applications that determine whether or not there is a fit for the customer’s situation. Buyers will continue to value the subject matter experts.

If you want to know whether or not you rise to this standard already, ask yourself if your ideal clients would value the meeting from your team enough that they would pay for the session. If so, then you might already be there. If not, then you have a goal for 2014.

2. Content Becomes Emperor

Last year, people said, “content is king.” In 2014, content will continue to be the core to building value and getting heard above the noise. Buyers (and Google) value the best educators, as Marcus Sheridan of TheSalesLion.com says. It used to be that companies feared sharing their best stuff on their websites. As more initial investigations for solutions move to search engines, your ability to stand out from the crowd comes down to whether or not you are addressing the most important questions for your ideal customer. If you are stuck with your head in the sand, you might just get run over.

3. Continued Shift Toward Vertical vs. Geographic Focus

The shift from vertical to geographic focus tends to work in cycles. With the advancement in video-based communication and collaborative technologies, geography becomes slightly less of a big deal. However, the increased value placed on subject matter expertise will shift the table in a big way in 2014 toward vertical markets.

4. Collaborative Sourcing and Selling

Over the past five years, there was a trend of buyers beating up on weaker suppliers. While the short-term goal of the buyer was a reduction in costs, the unintended consequence was the destruction of many suppliers and companies who either lacked a competitive advantage, or failed to identify their lack of negotiation and sales prowess before it was too late. Ultimately, buyers lost a portion of their supply chain. The more sophisticated buyers will seek sellers with whom they can work collaboratively to obtain the greatest value. Buyers realize that the cheapest price has little meaning if the vendor cannot deliver as needed.

Collaborative selling will reward results and outcomes, but will continue to punish those selling commodities.

5. The Shift Toward Project-Based Services Engagements

Buyers have discovered that paying by the hour creates a disincentive for innovation and efficiency. The longer it takes the vendor, the more they earn. However, for the client, the faster they get a solution, the better. The hourly-vendor who delivers the most efficiently makes the least money. In 2014, the top performing professional services organizations will start shifting as much as 30% of their billing to project-based, or outcome-based pricing (with assumptions to protect themselves). Buyers want results, and they’ll pay for it. However, the savvy customer rarely wants to sign a blank check for hours of time without a defined outcome.

6. Sick of Waiting for the Economy – Build your own

Most economists say that the economy will continue to bump along in 2014. Innovative companies with a great story will start putting their capital reserves to work to build their own economy. The economy grows when businesses grow. And, those with creativity and value will get tired of waiting for the so-called “economy” and will build their own environment to thrive. This will drive accelerated growth in the latter half of 2014 to carry into a strong 2015.

7. Hiring Trend for 2014

Recognize that there is a need for subject matter experts. Be on the lookout for businesses cross-training their subject matter experts on how to manage a sales process. Those who do hire sales professionals or sales managers will rely more on specialized recruiters to ensure their next hire is the right one. Hiring people who were just looking for work has burned many companies. Often, the hiring companies discovered that those people were out of work for a reason. There are great ways to find a gem without using a recruiter, but recruiters are still the best way to attract superstars from other companies.

8. Simplified CRM Solutions

Years ago, companies realized they needed something beyond a spreadsheet (or napkin) to keep track of their business pursuits. Customer Relationship Management (CRM) solutions emerged to maintain knowledge, automate forecasting, and improve communication. However, over time, the CRM solutions have taken on a life of their own. The data entry requirements had become so overbearing that few organizations enforced compliance (mostly because the only people who filled out all of the fields were the worst performing reps). Look for a shift in 2014 for companies to identify the top eight (or three) pieces of information they need to understand if a deal is legitimate or not. They will ask reps to maintain fewer pieces of information, but will require compliance.

9. Better Qualification for Efficient Pipelines

It used to be that if a company was trying to reach $5 million in revenue, it would often look for a pipeline of $8 to $10 million. Today, companies often set a three to five-time multiplier. So, for $5 million, they pursue $15 million to $25 million in opportunities. Sharp organizations have started tracking the cost associated with pursuing unlikely deals. Instead of chasing everything, companies will define specific criteria for what makes a good pursuit, and which ones should be dead on arrival. The definition maintains focus, and preserves resources for the proper pursuit of the opportunities that deserve the company’s attention. Look for companies to qualify based on the relative impact and importance to the customer of solving the issue, rather than the desire of the company to sell something.

10. Honesty Prevails

With so much hype and old-school tactics, buyers will reward sellers who identify their own limitations. Claiming you are an expert at everything will be hard to believe when the buyer can search to discover the truth. Humility and candor will be sought after skills in 2014.

Carnival Cruises

Absolutely there is no other alternative escape other than Carnival cruises. Thrill, fun, entertainment, etc are fully loaded in some of the modern cruises. It becomes much more interesting if you are heading to an absolutely new destination. Modern day cruises are filled with features which you would get in a five star hotels.

One elegant person defined Carnival as a “Farewell to the flesh”. Carnival time should be filled with surprises it is the absolute and most relaxation time in a year. You need to vent out steam from your body and there is no better way than the carnival cruise. In a carnival cruise you get to meet people from different sects of the society throwing themselves for the much awaited party. Some Carnival cruises have extended celebrations probably for days, weeks or months. It all depends upon the package you choose. Many of the newly wed prefer carnival cruise during their first year of marriage. Mostly these Carnival cruises party’s last for weeks and some for months.

Corporate people prefer Carnival cruises as a new stress buster and they are organizing meetings and parties on cruises. These cruises and parties are mostly preferred because of the enjoyment and fun they receive during their stay.

The best part is planning your chart of destinations before your wonderful carnival cruises journey. There are many players in the business of carnival cruises. The best choice would be to pick one. Before choosing a carnival cruise it is better to consider a review of their various features, trips, discounts, bonus offers, facilities on board, destination chart, security for your valuables, Security and back up in case of mishaps, etc. Ultimately one of the important considerations would be their experience and customer service for the period they offered. Make sure that you are fully insured either by the liner or from a third party externally. Holiday life insurance would also be an extra addition for you. There are many destinations to choose from worldwide such as Europe, Asia, and pacific.

Italy celebrates one of the best carnivals in modern day life. Venice and Milan are known to be one of the fashion capitals of the world and you can never ask for something less when you are in Italy especially Milan and Venice. A halt in Brazil during their world class celebrations will make you take participate in their world class celebrations. The best part would be to have your wife or your girl friend to accompany you into a world class cruise.

Increase Blog Traffic with Carnivals

There are many ways to drive traffic to a blog and blog carnivals are one of them. Don’t worry if you’ve never heard of a blog carnival. I’m not sure why it’s called a carnival but roughly each week a blog owner will host the carnival and other blog owners submit posts from their blogs for consideration. There is a deadline for submissions which is usually a day or two before the blog carnival.

After the deadline passes, the blog carnival host will read all the submission and choose the best posts. Then he or she will make a post on his or her blog with links to those posts. Each blog carnival host is different some may select the top ten and provide a reason for their selections. Others will just post links to the top articles in his or her opinion.

Lots of bloggers follow the blog carnivals around the blogosphere from week to week so they generate traffic and blog carnival visitors will have the opportunity to visit your blog by clicking on the link to your post in the blog carnival. Blog carnivals are generally topical so you’ll need to find a blog carnival on a topic related to your blog but that should not be difficult. And if you’d like, some blog carnivals will allow you to host the blog carnival on your own blog.

A good idea for finding blog carnivals is to simply perform a search on the term “blog carnival” in Google or Yahoo. There’s is also a popular site called blogcarnival.com which lists hundreds of blog carnivals on many topics. You’ll probably find one suited to your blog. Submitting the post for consideration only takes a minute or two. All you do is paste the permalink to a recent post in your blog into a form and add your name and email address. It’s as simple as that.

If you want to take it a step further, you can do a more specific search. For example search for “success blog carnivals” if you blog is about success. You might find a few new blogs to add to your reading list in addition to finding a blog carnival that will drive traffic to your blog. There’s no time like the present to get started. It only takes a moment to find a blog carnival and submit a post for the upcoming carnival. You may be surprised at how easy it is…and by how much traffic you get.

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