It's hard to keep up with the current methods of the sales industry? In this episode of "The Sales Evangelist Podcast," you will discover the sales industry's current SDR/BDR challenges and innovative strategies to combat them.
Our host, Donald Kelly, speaks with Howard Dover, a sales expert, researcher, and professor, on how staying adaptable and adjusting helps you become a better sales rep. From the psychological toll of constant rejection to the destruction of dreams and careers, it is evident that a change is needed.
Join us as we uncover the importance of innovation and adaptability in achieving success.
The Changing Landscape of Sales
- Howard discusses research on the sales industry, sharing insights from tracking data on sales cities and the growth of Sales Development Representatives (SDRs).
- LinkedIn's 2018 report shows that the SDR function has experienced exponential growth, increasing by 580% over the past three years.
- Howard highlights the need for innovative approaches in sales outreach as the buyer's behavior evolves with each new tactic.
The Power of Unique Prospecting
- The importance of pattern interrupting and capturing attention in sales outreach efforts is emphasized.
- Howard shares a personal example to illustrate the significance of having a captivating offer and using behavioral adjustment to act differently in certain situations.
- Buyers have become overwhelmed by traditional approaches, and Howard suggests that honest and unique methods can help sales professionals stand out.
The Future of Sales and Strategies
- Reflecting on the future of the sales industry, Howard predicts a shift towards a full lifecycle approach, where salespeople will generate their own leads and build their own pipelines.
- The need to revisit older sales methodologies and find effective ways to adapt to the present market is discussed.