Megatrends for Sales Organizations: Customer Behaviors are Shifting

Hugo Sarrazin, Senior Partner, and Lareina Yee, Partner, at McKinsey broke down the major trends for sales organizations today and beyond and the major story was that customer behaviors are shifting and you need to as well. They are more sophisticated, they know more what they want, and they want to have more authentic communication. Download free the executive summary of Sales Growth: Five Prove Strategies from the World’s Sales Leaders.

By 2020, there will be.more than 50 billion connected devices.

75% of Millennials use social media.

3 Major Shifts in Customer Behavior

1. Know Me Before I Meet You

Your customers already expect you to do your homework before you talk to them: know their education, their interests, their skills, and the trends that they are looking at. How? 74% of B2B decision makers use LinkedIn to research their customers before the very first call.

Make your first meeting feel like the fifth.

2. I Already Know All About Your Product

The funnel paradigm has changed and is quickly disappearing. Embrace the new customer decision journey. More customers each day are researching your product prior to engaging with a sales rep. Use social media to find the sentiment and identify the trigger points that deliver a better user experience that moves to sales.

3. I Want Consistent Multichannel 24/7

Customers use an average of 6 channels for prospecting and are frustrated when they are presented with inconsistent experiences across those channels. The companies that have the competitive edge ensure that their brand and value propositions are always in the right place at the right time.

To read more about McKinsey’s principles for growth, download free the executive summary of Sales Growth: Five Prove Strategies from the World’s Sales Leaders.

Christopher Wofford is Digital Media Producer and host of WebSeries at eCornell.
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