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Mike Lieberman, CEO and Chief Revenue ScientistFri, May 11, 2018 4 min read

If You Still Want to Be in Business 5 Years from Now, Here’s What You Need to Do

{}Change isn’t always easy, but it’s definitely necessary. Businesses have to adapt and implement new methods to keep up with their evolving industries, whether they sell shoes or designer couches. Ensure long-term success by making the following steps a part of your business plan.

Invest in Technology

The data available today provides companies with better insights into their strategies to determine which ones to maximize on, which ones to abandon, and which ones to overhaul. Analyze the data received from marketing automation and CRM to refine and enhance your current marketing and sales strategies. There is so much valuable information at your fingertips—use it to boost productivity and increase efficiency.

You need to know your ideal buyers to effectively target them. Implement tools, such as CRM,to learn relevant information that allows you to generate qualified leads and keep devoted customers.

Adapt to New Customer Buying Methods

Pay attention to new consumer behaviour trends. More and more consumers—with the help of chatbots and online recommendations—are making purchasing decisions via social media. At the very least, they’re searching for products and services online before talking to sales reps. Getting online leaves your business better equipped to attract suitable new customers.

People’s habits shift. When you adapt to their buying styles, you can guide your customers to the solution they need, which results in a sale for your business.

Implement Inbound Marketing

Inbound marketing is changing in 2018. An evolving consumer and business landscape has caused businesses to abandon old advertising, marketing, and sales techniques. Inbound marketing focuses on content creation, fashioning high-quality content that wows customers.

Buyers today connect to messages that feel specifically directed at them—especially messages that don’t interrupt them. Inbound marketing uses a four-point strategy that attracts consumers through tailored content and interactions, which users find helpful and relevant without feeling like their privacy has been invaded. In turn, businesses benefit with a higher ROI and bigger customer base.

Get Familiar with Sales Enablement

Sales enablement is a vital methodology that allows your sales reps to uphold success and remain productive in the face of change. It goes hand in hand with inbound marketing, ensuring your team is working at peak efficiency. In addition to tools, it provides sales reps with content, knowledge, and strategies to attract and sell to the modern buyer.

Sales enablement provides customer insight, intelligence, and content sales can use to generate better leads, track behaviour, and identify patterns—overall creating a better customer experience. A better scoring system gives sales the ability to qualify leads, knowing they’re targeting the correct group and actually hitting those targets. On boarding and training is another factor where sales enablement comes into play, reinforcing guidance, providing coaching, and ensuring sales reps have the latest instructions to close deals.

Apply New Sales Techniques

Cold calls and long sales pitches won’t work today. If customers are buying differently, sales reps need to sell differently. They need updated skills that win over customers.

What kind of new sales techniques should you use? Replace previous sales tactics with authentic, expert, and consultative strategies. An approach that matches customers’ current buying styles will entice them to buy from you.


Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.