Sales automation was a great game changer for sales teams, now is the era of sales acceleration. When sales teams combine the knowledge of sales professionals with the best technology, sales can be accelerated at an alarming rate. This is great news for sales teams as their strategy to contact leads is more informed and systematic. The result is a higher profit and a… 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.
Social selling and your “social selling index” is a hot topic at the moment. If you’re in sales, then you can’t avoid it. Given the proven benefits that social selling can bring about for business revenue, many companies are now implementing it into their sales strategy. So can your Social Selling Index help you do this more effectively? Research from LinkedIn reveals that 90%… read more.
You might still be on the fence about social selling and whether it is right for your business. You keep hearing great things. You hear that your business will benefit from it, that it will set your business apart in the current digital era. Yet surprisingly, only 31% of sellers currently use social to sell, despite continuous studies proving that sales professionals active on… read more.
Let me share some helpful tips with you on how to get an inside view on sales teams who are office based. Inside sales are now the primary sales channel to handle inbound leads and the engine that drives social selling. These sales reps have more responsibility and power in the selling process than ever before. So ask yourself, ‘is my company’s inside sales… read more.
You may have heard the phrase ‘social selling’ being thrown around when discussions about the future of new business and sales methods arise. It is common to hear social selling described as the secret formula to business growth in the current digital world. And statistics are proving it so. According to nearly 64% of people using social media to sell experienced a significant growth… read more.
Any company’s sales process has to evolve but with the rapid change in the buyer’s journey many sales leaders are finding the processes need to go through a fine tune. A good builder relies heavily on the architect. They provide the expertise to make a building strong and beautiful. In addition, they have defined steps in the building process for the builder to follow… read more.
The increased focus on ‘Lead Generation’ has resulted in companies plugging tools and software which claim to automate the Lead Gen process. Firstly, we should begin by explaining some misconceptions surrounding Lead Generation software, as the term has been hijacked somewhat. Marketing Automation and CRM Platforms are NOT Lead Generation Tools. These are in fact activities used to manage or nurture the leads –… read more.
The importance of social selling in lead generation and the sales process continues to rise. For those new to social selling maybe this explanation might help “Social Selling is a process whereby sales professionals engage and build relationships with decision makers through sharing of content and information”. This can be achieved by subtle input into conversations and publishing articles on the various social media… read more.
Even with the rapid growth in big data and social media – sales prospecting or social prospecting is still a critical component in the sales process. So what has changed when it comes to finding leads today? Well sales prospecting has become “social prospecting” where sales people research their prospects accessing data on the social media channels. Prospecting does not stop at connection requests… read more.