Author: Jamie Shanks

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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:

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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?

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Blog Infographics

ABM Hits and Headaches [Infographic]

 

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Blog Infographics

The Ultimate Marketing Automation Glossary [Infographic]

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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.

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Blog pipeline development Sales

Modern Sales Series: The State of Sales Development 2017

 

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Blog Digital Selling key accounts Sales and Marketing sales for life Sales Process sales strategy sales training

Are You Focused on specific key accounts? Learn to focus on 1-2 digital sales plays.

Do you have only 10 accounts? Does your entire sales division focus on only 100 global accounts? Digital sales is not a “prospecting” motion in your mind, as you’re looking for an account management motion. While these accounts may or may not be existing customers, the 500,000,000 user database in LinkedIn is of little consequence to you.

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Blog marketing Sales Sales and Marketing sales for life Sales Inspiration Sales Leadership Sales Management Sales Process

Account Planning: Competitive Intelligence & “Seeking out Poison Pills” in key accounts

knowledge is power

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b2b sales Blog Sales Sales Leadership sales-leaders

The Social Success Factor: Mario Martinez Jr.

 

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b2b marketing Blog increase sales marketing marketing tips Sales Sales and Marketing sales for life Sales Management sales strategy Social Selling Social Selling Tools Social Selling Training video selling

Why you Need Account Based Marketing for Your Organization?

Are you implementing Account Based Marketing? If not! It’s time you started applying it in your organization! Studies have shown that the most effective marketing approach in recent times is proving to be Account-Based Marketing. This marketing strategy is more focused and results in better ROI compared to any other marketing method. Account Based Marketing entails identifying prospects that are key stakeholders and strategizing marketing to resonate with the specific personas.

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