It might be time to revise your sales enablement framework and practices since, as Bob Dylan sang, “Times, they are a changin” and the sales team is changing with it. Here’s how leading analyst firm SiriusDecisions defines the term: “Sales enablement’s goal is to ensure that every seller has the required knowledge, skills, processes and behaviors to optimize every interaction with buyers.” In other… read more.
Sales intelligence software helps sales professionals to close more deals, faster. In todays multi-channel digital world a sales person’s job is far from simple. They are often lost in a sea of social media data, Google search results, and online directories, trying desperately to find the names and email addresses of appropriate prospects. Then they are left wondering where to begin when it’s time… read more.
Value Based Selling is the process of understanding and reinforcing the reasons why your product or service is of value to the buyer. It’s an unfortunate fact that many of today’s B2B sales people are still far more comfortable talking about their products than they are discussing business issues. However the average B2B buyer regards a sales person’s relevant business knowledge as being a… read more.
Did you know that 79% of marketing qualified leads (MQL’s) never convert into sales due to a lack of lead nurturing? Given this fact, it may be time to revise your lead nurturing strategy to optimize your selling success, especially since companies that excel at lead nurturing were found to generate 50% more sales (source: Social Media Today). Relying on just email campaigns to… read more.
Social media has changed everything about selling. Social selling is now one of the most effective ways to promote a brand. According to the nearly 64% of people using social media to sell “they experienced a significant growth in their business sales”. This is in contrast to the near 42% of sales teams not using social selling as part of their customer interaction. Selling… read more.
The way in which B2B buyers research and buy today demands changes to the sales process. Strategies must adapt to the current ‘online generation’. Sales people can no longer focus on just their actions. Today, the sales process needs to be a collaboration. It’s about finding leads that are the right fit for your service early in the process, then helping your prospect gain… read more.