BMI – 5
On 4th October 20223 the 5th session of BMI was conducted on: Navigating the changing landscape. Traditional sales practices, epitomized by the mantra “Always Be Closing,” have shifted towards “Always Be Connecting” in the modern era. This is what the speaker delved into beginning with the evolution of B2B Tech Sales Business models, noting that the old “Black colour end” presentations of the 80s have given way to the rise of SaaS in the early 2000s. The session emphasized how salespeople in the 80s and 90s used to educate customers about products, whereas today’s consumers are well-informed, thanks to Google. This change has shifted the role of salespeople from being pushy to becoming consultants who understand customer needs and provide suitable solutions. The speaker discussed the transition from monthly, weekly, and daily access and payment models to a more flexible, consumption-based approach. The proliferation of free CRM options contrasts starkly with the past. Inside sales emerged as a prominent trend, with companies like Zoho, Freshworks, and Survey Sparrow as examples. Inside sales not only allows for more meetings but also offers the flexibility of remote work.