Tags: Sales, industry-insights-sales, blog

​Within the space of a year, the selling landscape has evolved completely. Not only are sales teams now pitching to a new generation of millennial buyers, but you also have to compete with an environment that has forced digital tactics to the forefront of any strategy.

While many industries suddenly stopped during the pandemic, sales teams were met with increasing pressures. Office life has been disrupted by the necessity to work from home and as you swap the board room for the spare bedroom, the skills needed to further your career have evolved.

Social Selling 

Companies across the UK such as Google, RBS and Virgin Money are in no rush to reopen their offices. Unfortunately, this means the typical cold calling strategy is not as effective as before. Those looking to continue their success within the sales industry need to discover new ways to approach a digital-savvy millennial audience. 

It’s estimated that 75% of B2B buyers are influenced by social media, so sales experts need to be able to reach decision-makers through these platforms. Whether you use a LinkedIn profile, a professional Twitter account, or Facebook Business Page, social selling is a modern method to develop relationships with new customers.

However, it’s important to understand the fine line between social selling and spamming contacts with unsolicited direct messages. Perfecting this balance gives you a new way to connect with clients and get ahead of any competition refusing to evolve.

Pitching Virtually

Face-to-face meetings have been sidelined for the moment, and while we wait for them to come back, you’ve probably found yourself pitching to a backdrop of family photos. Pitching virtually requires a completely different set of skills as you try to gauge reactions and hold customer’s attention over Zoom.

Presenting over a webcam brings new challenges. More emphasis is placed on the document itself and less on your charisma. This means a concise pitching deck has become even more crucial as you try to solve your customer’s main pain points.

Building your presentation skills is key to leaving a lasting impression over the phone or in a video conference. These skills range across the sales entire lifecycle from establishing needs to proving value.

Employers are always looking for sales talent who can adapt to an evolving market, and showing you were able to transform your approach in the face of sudden change can place you ahead of other candidates. 

At Search, we can help guide sales experts to the next step in their career through our impressive network of employers. To find out more, get in touch with our sales recruiters today and find out how we can help you.