It’s January 7th and Day 4 of the Top 2010 Sales Predictions.  So far the predictions include hope that the economy is on the upswing and what sales leaders and sales reps should focus on to build their sales, company and market share.  Today we have two sales experts with a more years of combined experience than most of you have been on this earth.

Anne Miller, author of Metaphorically Selling and the Make What You Say Pay blog and Alice  Kemper, President of Sales Training Consultants and Principal of Sharpenz, Inc. share their predictions.

For sales leaders:

A slow rebound in business as companies will still be gun-shy about spending money until employment picks up. (Anne Miller)

Leaders in any industry are going to see that they can gain market share from the weakest competitors.  Cream will continue to rise to the top with the inferior companies suffering greater than average loses and in some cases, going out of business altogether. (Alice Kemper)

Sales Reps: 

Success will come to reps who develop (prudent) pit bull persistence with clients; who think out of the box like Steve Jobs; and who  become MBAs on their clients’ business. (Anne Miller)

If they survived the last year and a half then they have developed skills to navigate the new terrain of this economy.  The most successful sellers will continue to seek opportunities within the new terrain.  Q3 and Q4 will reward sellers who have intelligently “laid pipe” through the tough times. (Alice Kemper)

I guess the messages here are that we need to help our prospects aim and fire and MOVE from ‘wait and see’ to leaders in their markets.  This is only possible by differentiating the sales force with great information, skills and tools. 

If what you realize you need to do is find more viable prospects, A resource for today – Ardath Albee shows you how to:

  • Build a foundation for eMarketing based on buyer perspectives.
  • Develop contagious content to engage prospective customers.
  • Increase your pipeline and nurture prospects till they’re sales ready.

ardath emarketing book coverYou can click here to download two free chapters of eMarketing Strategies for the Complex Sale for some great ideas to get you started.  And if you are ready to order the book that is full of examples, tools and exercises to help you translate the strategy into practice to achieve dramatic results?  You can order on Amazon: