As we close off the calendar year, we thought it would be useful to share some observations and trends from our global sales development in 2021.
2020 set a trend for what followed in 2021: the importance of multi-channel engagement, focusing on persona-based messaging and the role of an SDR as a trusted advisor for the prospect.
There remains a great deal of opportunity related to the changes the world is going through. Projects that would have taken place in the next 5 to 10 years are happening quicker than expected.
Some projects are moving to an advanced stage of the sales cycle swiftly and require less engagement and education but, for most of them, we have seen touch points increase from 2 to 3 to 6 to 7 per contact in order to effectively position a solution and qualify a need.
Prospects are still busier than pre-2020 which makes it harder to engage with them and pushes us to offer value and differentiate from competitors quickly.
Problem solving is more than ever part of our SDRs roles. As they build relationships with prospects, SDRs need to differentiate themselves from a wide range of other solution providers. It’s by having this problem-solving approach that they earn the prospects’ trust and ultimately, their business.