May 31, 2016

On Accelerate! Now: Episode 167 with Tony Hughes. The Coming B2B Sales Disruption. How to Survive It and Thrive.

Tony Hughes is ranked the #1 Influencer for professional selling in Asia-Pacific by Top Sales World magazine and the best-selling author of The Joshua Principle.

Tony has some startling news for sales reps today. Based on a variety of industry forecasts, the number of B2B sales reps is projected to dramatically shrink over the next four years.

The driving force for this change is that too many B2B customers do not receive sufficient value from their interactions with sales reps during their buyer’s journey. Given the trove of information readily available to them online, newly empowered buyers are willing to go outside the traditional engagement with sales reps to gather the information they need to quickly make good decisions.

In this episode, Tony and I discuss the growing challenges for B2B sales reps and what they need to do become a lasting and powerful source of value to their customers. Among the topics we discuss include:

• The reasons why so many sales reps vulnerable to seismic shifts taking place in how their prospects and customers buy.

• The forces that could dramatically shrink the number of B2B sales reps over the next four years.

• The challenges sales reps must confront in order to continue to add value to their buyers. (And keep their jobs in the process.)

• How to inspire your buyers to follow you.