Cold calling can be difficult, nobody said it was easy. You’ve been there, I’ve been there, but there’s a way to provide better value to your prospects without dialing a single digit. Don’t believe me? Well let me give you the inside scoop on how I booked a meeting with a Fortune 50 VP of Sales without even picking up the phone.
When you look at your sales force, do you have some sales professionals that are rock stars, while the rest of your sales team lags behind? The best sales enablement initiatives recognize there is a Pareto curve of successful people in the organization. However, the reality is that 10-20% of your sales team is probably making up 80% of your organization’s revenue. This is staggering.
Sales enablement is always looking to solve this problem, but it’s risky. Why? Your high flyers will always be high flyers. You can’t bottle what they’re doing, but what if they leave the company? You’re left with gaping holes in your business.
Great sales enablement leaders recognize that if only 10-20% of reps are crushing quota, you want to focus your efforts on shifting your core performers into top performers.
Social Selling continues to blast off in the commercial teams as large and small businesses continue to incorporate it into their existing sales processes. But what results are they seeing? How do they go about implementing Social Selling? And what challenges do they face?
Based on an independent study conducted with over 300 sales professionals by Feedback Systems with insight from Sales for Life, PeopleLinx, Sales Readiness Group, VorsightBP and Sandler Training, this infographic dives deep into the state of Social Selling, reviewing the last 12 months and what to expect in the upcoming year.
Attention both departments on the revenue-generating team. Can you identify the single biggest problem in your department? The correct answer: sales and marketing are misaligned.
If that wasn’t your response, you’re not alone. According to SiriusDecisions, 58% of marketing and sales operations leaders rated their sales and marketing operations alignment as “poor.” In fact, most people don’t believe this is true or that this misalignment exists. However, it’s a huge issue for many organizations, and this misalignment is negatively affecting your success. Without proper alignment, you cannot achieve Social Selling.
But how do you know if these two departments are misaligned? Here are nine ways that you can quickly identify a disconnection between sales and marketing.
In every race, the winners tend to share commonalities. Right now, the companies growing faster than their peers have done so with a winning combination of investment in technology and talent. Those falling behind tended to bet their revenues on improving legacy systems. This is just a sample of the insights that have emerged from KMPG’s report on Harnessing Disruption for Growth.
The study aggregated answers from hundreds of international execs at companies with valuations ranging from $500 million to $100 billion. Analysts have parsed the data, culling the most valuable information on how global markets and market winners operate today.
The core message is that those who have posted strong growth numbers despite massive market changes are those who have prioritized talent with sales education and experience with emerging technologies. The companies have pursued a three-fold strategy of retraining employees, deploying technology for better agility and solidifying company culture that has resulted in a decisive competitive advantage.
If it’s better to give than to receive, then it must be even better to give to yourself, though you may need to write to Santa for a ruling on this. The point is, you’re a busy exec who knows what you need more than anyone else: Tools for better performance this Christmas. With a new crop of gadgets out, you can streamline workflow, protect the security of your business, turbocharge productivity, enable mobile sales, extend the workday and (don’t tell anyone) provide a little bit of fun to refuel your ambitions. Give, receive and repeat as necessary.
Sales for Life was founded with one goal – to become the most trusted sales resource for its customers. During our journey, we’ve had the privilege of serving thousands of sales professionals and leaders around the world, from start-ups to Fortune 50 corporations.
