Numbers don’t lie. Your buyers have changed and so must you. In fact, 57% of the buying decision is completed before they are willing to talk to a sales rep. (Tweet This!) So traditional sales methods of cold calling and email are gradually becoming less effective.
I’ve had two epiphanies lately. The first happened when I was recently preparing for a webinar I conducted with Ray Makela, CEO of Sales Readiness Group. We were getting our content ready, and it dawned on us how naturally what we do at Sales For Life, which is helping with modern digital prospecting, connects to some of the best global sales methodologies.
We’re just beginning March. By now, your sales kickoff has been completed, and you have your comp plans in hand. All your sellers are now out in the market.
I read an interesting blog a couple of days ago titled ‘Why All B2B Brands Will Be Media Companies in the Next 5 Years.’ That’s a catchy headline – it certainly caught my attention anyway. Could it be true? How will your B2B sales team operate in a media environment?
When customers approach us about modernizing their sales pipeline development process or go-to-market strategy, you might assume that most of those calls come from sales enablement leaders. So you might be surprised to learn that marketing teams make up 1/3 of every conversation we have with new customers.
A webinar titled, ‘Accelerate Your Sales Process with a Modern Selling Approach’ was held last week on Thursday, February 21, 2019, 11:00 AM PT – 12:00 PM PT. It was a one-hour webinar in which Jamie Shanks, Author of SPEAR Selling and one of North America’s leading Digital Selling experts, and Ray Makela, CEO at the Sales Readiness Group, delivered a virtual talk regarding the techniques and benefits of implementing a modern selling program.
Tom Peters’ 2018 book The Excellence Dividend talks about how critical skills and capability development is for any department in your organization. In fact, he states that training is the number one profitability strategy for your company.
I recently read an excellent book called The Excellence Dividend by Tom Peters—an ex-McKinsey consultant whose consulting practice now focuses on customer experience and customer excellence. In his book, Peters talks about the importance of cross-functional alignment. And I whole-heartedly agree!
You can argue that all investment funds are difficult to acquire from the CFO – but purchasing services like sales training to improve performance and consulting companies is a tough sell internally. I get it. Remember the CFO is also not a seller, and doesn’t always understand that sales skills are sharpened like a knife, not turned on/off like a blender.
You have a teammate or team internally that has convinced you that they can build a Digital Sales Certification. Perhaps they have even alluded to being capable of scaling the program nationally or globally.