Categories
Blog Sales sales professionals

The Importance Of Lead Validation for Inbound Sales Teams [Slideshare]

frame in sales and sales enablement perspective

A lot of companies that invest in lead generation marketing campaigns such as SEO, PPC and email become frustrated because lead production just sputters along at mediocre levels month after month, year after year.

Categories
Blog digital sales Sales

The Best Of Digital Sales Engine

There was a lot of hype…

Categories
Blog Social Selling

Social Selling 2017 Trends Report

 

Categories
Blog digital sales Sales Sales and Marketing sales for life Sales Leadership sales strategy sales training salespeople

Eliminate “Random Acts of Prospecting” with an Activation Cycle – SLA

When you walk the sales floor, or conduct your 1-on-1’s with your sales team this week, pay attention to the “random acts of prospecting”.  Seller A is so different than Seller B, and Seller C has no plan, and Seller D is so objective with their process”. You’re not alone! These are very common things I see inside sales organizations around the world. Sales professionals are given so much latitude, that there is absolutely no real prospecting process. Yes, there are current or lagging indicators such as:

Categories
Blog Sales Sales and Marketing sales cycles Sales Enablement sales for life Sales Leadership Sales Play sales strategy salespeople Social Selling Tools

Long Sales Cycles Require “Learning Paths” to Align the Buying Committee

Does your sales team have 6-18 months sales cycles? Is the buying committee involves 5-10 people on every customer transaction? Does it feel like your sales team needs to draw from everything they’ve learnt in The Challenger Sale, Customer Centric Selling, and Value Selling… insert sales methodology here?

Categories
Blog Infographics

ABM Hits and Headaches [Infographic]

 

Categories
Blog Infographics

The Ultimate Marketing Automation Glossary [Infographic]

Categories
Blog digital sales Digital Selling digital selling training Sales and Marketing sales fundamentals sales transformation social content marketing social media selling Social Selling social selling companies Social Selling Training

To jump, or not jump – off the “digital sales cliff” without a parachute?

Digital sales cliff

Today I was with a Global 50 conglomerate’s learning and development (L&D) team talking about making the big plunge into digital sales. The sales team has been selling face-to-face in nearly 100% of their accounts – at the detriment of a bloated CAC (Cost of Customer Acquisition). As their L&D team puts it “we’re spending thousands to make thousands from many of our customers – it’s counter-productive”. This digital sales transformation is about to become a sweeping, universal change for the company. We’re talking about 1,000’s of sales professionals moving from 100% face-to-face, to 80% inside & 20% face-to-face with key accounts. I decided to write this blog from the voice of the customers and their key concerns about this transition.