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While it seems like a no-brainer to sync these disciplines together, it can be a struggle. One silver lining coming out of the pandemic is the signs of a successful and improved marriage between sales and marketing.
If your sales team is underperforming, it may not be your sales reps that are the problem. The problem may lie with sales processes and resources, rather than salespeople.
Real insights come from seeing the world through someone else’s eyes. You will only ever get that by truly engaging with customers and listening to their stories.
We believe that by adopting two different constraints — outcomes and time — organizations can become more innovative. They can then afford to be less constraining of both budget and risk — the traditional constraints, which is very good news for genuine innovation.
The majority of B2B Sales reps manage complex Sales with long sales cycles in a team selling environment. Closing a Sale requires an entire revenue engine built to navigate the labyrinth of steps buyers require to get to the point where a closed sale is possible.
Soon, many sales positions may be eliminated in favour of automation — and sales bots. They are the next evolution of the already ubiquitous chatbots being used by various business sectors for customer service.
New analysis shows four behaviours that play the biggest role in converting callers into buyers: Disqualifying callers who shouldn’t be dealing with a salesperson, prescribing a solution to the customer problem, digging into objections, and de-risking the purchase so callers don’t get off the phone to “think it over.”
The debate rumbles on, should you incentivise your sales team or not and if you do is it better to set their targets on revenue or margin/profit. There may be no right answer but you need to consider your Business model and Sales strategy and the long-terms goals of the business.
It is often stated that the “Customers” pay your wages. In customer centric companies this rationale is understood fully. These companies “walk to walk” rather than just “talk the talk” – their employees take the time to speak with their customers directly & that includes all employees. Is this the case in yours?
Source: Andris A. Zoltners, PK Sinha, and Sally E. Lorimer/ HBR.org As the pandemic continues and we are at the start of a new year,
It might sound simple, it might even sound straight forward. In truth it’s about both, but the missing link is that it’s not easy. If
Source: HBR.org/ Remko van Hoek and David S. Evans Companies don’t just sell product; they sell “delivered product.” In virtually every industry, they coddle customers
That may seem like a rather stark headline but don’t scoff yet, read on… Sales staff are the lifeblood of many SME’s and without them,
As we work with Clients and Prospects alike, there is very often a simplistic view of increasing Sales and Profit – the “go out there
One of the keywords or buzzwords in todays Business World is “Data”. But what exactly does it mean and how does it apply to you?
Following on from our last blog, the next step in asking the right questions is: Demonstrating Capability: Once you’ve heard all the customers’ issues, tell
Business Development and Sales are funny games. The common thread in high performing selling professionals is that they follow a process, they have a system
The annual forecasting process is riveting, right? No. It’s laborious, frustrating – pulling teeth often sounds better. But it is an essential part of business
At the current rate of technology development one can only imagine what selling will look like in 100 years. As for what a sales rep
To help clarify, we put both words into the dictionary and here is what we got back: Effort – The use of physical or mental
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