From product salesperson to trusted advisor - I've been through all these phases myself. But what's coming now will take sales to a whole new level.
As I have already written several times, I started in sales in 1997.
Of course, there were already CRM systeme, but they were a far cry from what we understand them to be today.
No AI-supported forecast. No automated Leadprioritization. No real-time data about the behavior of my target group.
If I wanted to know what my customers needed, I had to call them.
Or drive past. Or guess.
I have learned to be convincing on the phone.
I learned to sell solutions before the term "solution selling" even came into fashion.
I have experienced how markets, people and methods have changed. Sometimes slowly, sometimes abruptly.
And yet I always had that feeling:
The basic principles of sales remain the same.
But I am currently sensing a shift that goes deeper. It is shaking the foundations of sales.
Not just a new trend. But a new playing field.
3 developments that will fundamentally change sales in the next 3 years:
1️⃣ Customer behavior is becoming less and less predictable and that is precisely the problem.
Lead funnels, journey templates, trigger mailings - all well and good.
But customers no longer move in a linear fashion.
They read up on solutions themselves. Exchange ideas in communities. Get opinions on LinkedIn, Reddit, in podcasts.
The classic sales process has long been outdated, but many still cling to it.
2️⃣ Systems are getting smarter, but it's people who decide whether it makes sense.
AI is not hype. It is reality.
I use tools every day that help me make better decisions faster.
But that is no substitute for assessment and interpersonal sensitivity.
Especially not in B2B, where trust is not built through clicks, but through context.
Sales is not being replaced, but it is being challenged like never before.
3️⃣ Without attitude, no relevance. Without relevance, no mission.
It used to be said: "You have to offer added value."
Today, that is no longer enough.
If you are not visible as a salesperson, do not show attitude, are not clearly positioned, you will not even be noticed.
Personal branding is not an end in itself, but a prerequisite for you to be noticed at all.
What does all this mean?
I believe we are at a point where two paths are emerging:
➡️ Way 1: We carry on as before, optimize old processes, discuss KPIs and wonder about falling conversion rates.
➡️ Path 2: We are seriously asking ourselves how we want to sell in the future. And how technology, personality and attitude must interact.
I opt for route 2.
Please rate this article on LinkedIn: LinkedIn post.
You are interested in a CRM Consulting interested? Do not hesitate to contact us directly Contact or make an appointment directly for a Initial consultation to book.
DE 
EN