Josiane Feigon, sales futurist, Founder of TeleSmart Communications, Inc., and the author of Smart Sales Manager, and Smart Selling on the Phone and Online, joins me on this episode of #Accelerate!
[2:20] Josiane has owned TeleSmart, a sales training company for global inside sales, since 1994, and has written an annual sales trends report, since 2005. She researches patterns she observes, and is often “scary right.”
[3:35] Josiane comments how digital inside sales “embraces the blur” of this unpredictable year.
[4:06] One trend is towards remote activity, since work space is at a premium. In sales, though, it is more effective to gather.
[5:51] Gen ‘Z,’ 19-22 years old, are starting to influence the workplace, with their unique values. Gen Z is rediscovering the value of relationship building through face-to-face activity.
[8:56] Josiane talks about the gig economy, side gigs, and the entrepreneurial escape hatch.
[10:25] SDR managers are trying to gamify the job, give bonuses, and include SDRs better, to keep up loyalty.
[13:02] Sales organizations are creating new positions to allow for advancement in the SDR area, and beyond.
[14:51] Josiane covers the introduction of emojis in corporate and customer communications — probably not in proposals!
[17:15] Josiane remarks on reports that link social media usage to depression. Monitoring usage is suggested.
[19:52] The customer’s emotional state is often unknown, and plays a major role in their behaviors. Can it be seen through sales automation software?
[22:54] C-suite turnover is happening more quickly than ever before. C-suite roles and titles have changed in two years. Pick up the phone and find out what is happening at your prospect.
[25:47] Josiane talks about fear, the loss of trust, and the focus on bringing it back and maintaining it.