A great sales process is like a well-oiled machine with excellent mileage, maximum performance and effective in getting you from lead to closed deal. But many sales processes are in need of a tune up. What is your sales team doing to optimize their process? Are you finding that quota attainment is down? It might be time for an oil change! Take a look at the infographic below by Kissmetrics, which examines the data behind some of the most effective sales behaviors and processes.
2015 saw an upward trend with many organizations implementing Social Selling into their sales strategy. Large companies in technology, professional services and the financial sector have empowered their sales teams with the right people, processes and technology to grow revenue. Sales for Life and Feedback Systems Inc. has gathered insight from over 300 companies over the world on their successes, challenges and trends in Social Selling.
What are you working on right now? If more people asked themselves that question (and answered honestly), 2016 would be the dawn of a much better world. More than $350 billion evaporated in 2015 due to poor productivity. Commit to working smarter in the new year to recover some of that lost revenue.
Steven Covey, author of 7 Habits of Highly Effective People, advised, “The key is not to prioritize your schedule but to schedule your priorities.” Step one is knowing what those priorities are. Here are the top priorities for B2B sales and marketing teams, culled from a host of recent surveys. Keep these goals handy throughout the coming year, and check off them off as you knock them down.
As Social Selling begins to penetrate the sales leader’s mindset, questions around applicability remain unanswered. Most Social Selling chatter is highly focused on top of the funnel activity to help spark new dialog and conversations with prospects in the market.
But the implications for social are much more profound and meaningful.
Sales professionals from all verticals and functions can integrate the principles of Social Selling within their existing sales strategy to increase results.
From a 30,000 foot view, let’s begin to dive into each of these facets to reveal impact and business benefits.
When you hear the term “content”, we immediately relate it to marketing. But the reality is that content is the currency of the modern buyer. It affects they way buyers learn and convert at every stage of the buyer’s funnel. In fact, according to Forrester 74% of today’s B2B buyers conduct more than half of their research online before making a purchase.
But how is your sales team responding to these new buying trends? How are they fully leveraging content? Using employee advocacy can help establish your sales team’s authority, credibility and, more importantly, increase the number of relevant conversations that they have with buyers. For marketers, it is an effective way to increase content reach and engagement with their target audience.