This seems to be one of the most popular questions we field from organizations worldwide. Stemming from the need to become more social in nature, sales teams are beginning to evaluate Navigator as a necessary sales acceleration and effectiveness tool.
The title may offend some while provoking others, but it’s with all seriousness that I share with you the risks of stopping too early.
Getting leadership buy-in for a social selling program requires a two-pronged approach using data and behaviour. But before we dive into those two areas, there is an overarching strategy you first need to understand.
Say you wanted to make a major purchase such as your first home. Would you immediately start attending showings, asking realtors their thoughts on the market, home or area? Or would you start by digesting information about mortgage and interest rates online, maybe at night with a glass of wine?
Technology is constantly evolving and companies are now realizing the benefits that it can bring to every level of their organization.
I want to start by differentiating automated outbound sales activities vs. outbound activities manually done by a salesperson. This article focuses on the latter, as the former just doesn’t work in the mid term, and annoys the heck out of your buyers.
At Sales for Life, we have created a special handshake between sales and marketing. We’ve also made marketing completely accountable for sales quota attainment and net new sales bookings. This accountability is the future of sales and marketing alignment.
It’s a time-honored tradition, stretching back to Edison’s first phonograph. Sales teams gather together to blare inspirational music at each other and get pumped up for the day ahead. It still goes on everywhere because it works.