Inspired by Jill Konrath, I’m starting a new weekly blog post series: 2014 Predictions. Each Tuesday, from today until March 25, I’ll offer a new prediction related to marketing, sales and product management for 2014. Your comments are appreciated.
Here’s the first:
Cold calling will die completely and social selling will take off in 2014. As buyers become more and more product educated and cold-call immune, the key differentiator between successful and struggling sales execs will be the ability to reach and connect with buyers via social networking. Social networking will allow salespeople to find enough commonality with buyers so that they can gain a warm introduction. This will be a difference maker in 2014.