Many of us in the Social Selling circles talk about a stat that CEB has researched that reveals that 57% of a B2B buyer’s journey is now done online without a sales person. In fact, this data point has been out for some time now.
For whatever reason, this stat has rubbed many people the wrong way!
It’s not you, it’s me.
That’s the typical TV line we all know. Anytime we want to try and let someone down in a sensitive way, we find ourselves repeating these words.
But alas, I’m here to burst your bubble. If you’re not succeeding with Social Selling, it’s not me, or your manager, or your company, or LinkedIn, or Twitter, or anyone else.
Habits are the behaviors ingrained into our daily routine and into the very system of who we are. They are actions repeated on a consistent basis to the point where they become second nature. Once a habit is formed, it’s very hard to break.
Social sellers are no strangers to good habits. A lot has been said about the skills and tools that the top performing social sellers should consider as part of their routine. But what about the habits they repeat on a consistent basis? What habits have been so ingrained into the fabric of the ideal social sellers that make them succeed?
Buyers today go through most of their journey online before even talking to a sales person. So it’s a must for modern sales teams to become a resource that new prospects can engage with earlier in their journey.
The facts don’t lie. According to SBI, a sales team has a 56% greater chance to attain quota if they engage before buyers contact any seller.
Register for this live session with Social Selling experts Jamie Shanks and CEO of SalesLoft, Kyle Porter and learn actionable tactics to establish trust and nurture prospects. This co-hosted webinar will take place on Wednesday, October 28th at 2 p.m. ET.
Sales enablement is becoming a hot topic. And the role of enablement has changed a lot over the last five years. Five years ago, enablement was essentially an extension of the HR department. But times have changed. And sophisticated companies are realizing that having enablement linked to HR doesn’t work for sales and marketing departments. There’s a new enablement department on the horizon, and it will change the landscape of sales and marketing to increase commercial outcomes exponentially. Here’s how.
In today’s competitive business environment, it is critical that salespeople leverage all available channels to connect with prospects. One often overlooked sales tool is email pitching. Despite commonly quoted statistics indicating around 99 percent of email campaigns are unsuccessful, this channel can be a powerful technique to initiate a mutually beneficial dialogue — but only if done correctly.
Here are seven critical mistakes salespeople make that dramatically decrease the value of their email communications.
In my effort to increase productivity and achieve super-human status, I’ve found myself experimenting in 2015. If Tim Ferriss can do it, then why can’t I?
One of the most interesting patterns I’ve been able to observe is how the super-productive and successful have standardized so many things in their lives. What a paradox!