With the New Year in full swing, 20 top sales experts share their predictions for sales trends in 2014.

1. FROM TOP
SALES
EXPERTS:
24 TRENDS
Transforming
SALES IN 2014

2. Over the last twenty years, the way
people work, live, shop, and buy has
fundamentally changed.

3. And it’s still changing.

4. Here’s what 20
top sales experts
foresee for the
sales industry in
2014.

5. 2014 will be the year that
‘always be selling’
will be replaced with
________________.

6. Always be coaching.
Predicted By:
Jason Jordan
Partner, Vantage Point Performance

7. Always be transparent.
Predicted By:
Rick Roberge
Advisor to Sales Rock Stars

8. Always be delighting.
Predicted By:
Kyle Porter
CEO, SalesLoft

9. Always be helping.
Predicted By:
Mark Roberge
CRO, HubSpot

10. In 2014, traditional sales
tactics will be replaced
with _______________.

11. Donal Daly
CEO, TAS Group
Insights-led engagement.

12. Donal Daly
CEO, TAS Group
Insights-led engagement. Trish Bertuzzi
President,
Blending of inbound & intelligent outbound. The Bridge Group

13. Donal Daly
CEO, TAS Group
Insights-led engagement. Trish Bertuzzi
President,
Blending of inbound & intelligent outbound. The Bridge Group
Kyle Porter
CEO, SalesLoft
Sincere emails and social rapport.

14. Donal Daly
CEO, TAS Group
Insights-led engagement. Trish Bertuzzi
President,
Blending of inbound & intelligent outbound. The Bridge Group
Kyle Porter
CEO, SalesLoft
Sincere emails and social rapport. Rick Roberge
Advisor,
Personal brands to attract prospects. Sales Rock Stars

15. Donal Daly
CEO, TAS Group
Insights-led engagement. Trish Bertuzzi
President,
Blending of inbound & intelligent outbound. The Bridge Group
Kyle Porter
CEO, SalesLoft
Sincere emails and social rapport. Rick Roberge
Advisor,
Personal brands to attract prospects. Sales Rock Stars
Jason Jordan
President, Vantage
Better targeting of high-value prospects. Point Performance

16. And the biggest sales
trends emerging in 2014?

17. “WE NEED MORE LOCAL CONFERENCES TO
BUILD AUDIENCES, SHARE USEFUL IDEAS, AND
HELP PEOPLE get things done RIGHT AWAY.”
Aaron Ross
Author, Predictable Revenue

18. “KNOWLEDGE AND SKILLS HAVE BECOME shooting stars IN THE
SALES UNIVERSE – AND THEY’RE BURNING OUT. IN 2014,
PASSION, CURIOSITY, AND INSIGHTS WILL BE THE SHINING
STARS; THEY ARE THE TRUSTED GUIDES FOR THE BUYING
JOURNEY.”
Gerhard Gschwandtner
CEO, Selling Power

19. “WE ARE GOING TO SEE AN INCREASE
IN legitimate accountability RESULTING FROM
PROACTIVE SALES MANAGEMENT. WE
CAN'T KEEP LOOKING BACK TO
2008-2009 WHEN IT WAS ACCEPTABLE
TO GIVE A PASS FOR POOR RESULTS.
IT'S TIME TO PRODUCE!”
Mike Weinberg
Consultant, Coach,
and Author

20. “THIS IS THE year of technology FOR SALES
REPS. SALESPEOPLE WILL GET TO GOAL
FASTER AND SERVE THEIR CUSTOMERS
MORE EFFECTIVELY.” Mark Roberge
CRO, HubSpot

21. “2014 IS THE year of the salesperson.
THOSE WHO DEVELOP
PERSONAL EXPERTISE AND
BRING VALUE TO EACH
INTERACTION WILL DOMINATE.”
Jill Konrath
CEO

22. “WHILE ‘INSIGHT’ SELLING HAS
BEEN THIS YEAR’S APPROACH DU
JOUR, THE VALUE OF QUICKLY
TRANSITIONING FROM
PONTIFICATION TO active listening
WILL RE-EMERGE AS THE REAL KEY
TO LONG-TERM SALES SUCCESS.”
Frank Visgatis
President & COO, Customer
Centric Selling

23. “I BELIEVE THE THIRST FOR GENUINE
AND INDIVIDUALLY CREATED QUALITY
CONTENT WILL MEAN THAT
SALESPEOPLE (LIKE COMPANIES) WILL
NEED TO differentiate themselves. THEY’LL
NEED TO PROVIDE EXPERTISE IN THEIR
SPACE FOR THEIR PROSPECTS.”
Frank Belzer
Author, Sales Shift

24. “THE BIGGEST TREND EMERGING IN
SALES THIS YEAR IS DYNAMIC, SPECIFIC,
AND ENGAGING email subject lines.”
Jon Birdsong
CEO, Rivalry

25. “AS MORE OF THE ‘FACEBOOK GENERATION’
BECOMES THE NEXT GENERATION OF CMOS,
CTOS, AND CIOS WITHIN CORPORATIONS ...
SALES PROFESSIONALS IN 2014 WILL HAVE
TO LEAN MORE ON BETTER PRODUCTS,
BETTER SOLUTION SELLING, AND A MUCH
MORE informed buyer THAN THEY EVER HAD
TO BEFORE.”
Mike Brown Jr.
General Partner, Bowery Capital

26. “2014 WILL BE THE END OF THE
‘SALES GENERALIST.’ CUSTOMERS
WANT TO WORK WITH SALES REPS
WHO HAVE industry and product expertise
– WHO CAN HELP THEM MAKE
BETTER AND FASTER PURCHASE
DECISIONS.”
Andy Paul
Founder, Zero-Time Selling

27. “2014 WILL BE THE YEAR OF THE ‘super-powered salesperson.’ BY
EMPOWERING REPS WITH MORE INSIGHTS THAT ARE BETTER
ORGANIZED THAN EVER BEFORE, WE'RE GOING TO SEE THE
PERFORMANCE OF TEAMS AND INDIVIDUAL REPS SKYROCKET.”
Armando Mann,
VP of Sales and Customer Success,
RelateIQ

28. “WITH THE DEMAND FOR INSIDE SALES REPS FAR OUTSTRIPPING SUPPLY,
2014 IS THE YEAR ORGANIZATIONS ARE GOING TO HAVE TO GET creative
ABOUT RESOURCE ALLOCATION AND TERRITORY COVERAGE.”
Trish Bertuzzi
President,
The Bridge Group

29. “IT WILL BE RECOGNIZED THAT THERE IS
NOT A DEFICIT IN DATA OR ANALYTICS, BUT
A DEFICIT IN insight.”
Donal Daly
CEO, TAS Group

30. “2014 WILL BE ABOUT MATCHING THE SOPHISTICATION OF AN
EDUCATED BUYER. THE BEST SALES PROFESSIONALS WILL go
and find WHERE THOSE CONVERSATIONS ARE HAPPENING AND
CHIME IN WITH HELPFUL FEEDBACK TO EARN CREDIBILITY
BEFORE THEIR COMPETITORS EVEN ENTER THE DISCUSSION.”
Danielle Herzberg,
Senior Sales Manager,
HubSpot

31. “SALES NEEDS TO HELP
PROSPECTS IN THEIR BUYING
PROCESS. Every touch NEEDS
TO BRING VALUE OR PROVIDE
A CHALLENGE FOR THEM TO
THINK ABOUT.”
-Michael Damphousse
CEO/CMO, Greed Leads

32. As you start selling in
2014, keep these trends in mind.

33. Here’s a free tool to help
along the way ...

34. Sidekick, a free Chrome extension that
alerts you when a prospect opens or clicks
your emails.
GET SIDEKICK FOR FREE TODAY

35. HAPPY NEW YEAR.