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[Webinar]  ‘Accelerate Your Sales Process with a Modern Selling Approach’

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.

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Blog digital sales Digital Sales Transformation

3 Ways Great Teams Acquire Budget for Digital Sales Transformation

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.

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Blog digital sales Social Selling

Two Major Disadvantages of Self-Developing a Digital Sales Transformation Certification

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.

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Blog digital sales featured Sales Social Selling

Global Enterprises Are Now Embedding “Digital Sales” Seamlessly Into Their Sales Methodologies

It’s beginning – the term “social selling” (or “digital selling”) is slowly being integrated into what it will naturally become… “Selling”.

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Blog digital sales Digital Selling growth strategies market opportunities sales consulting sales organization sales performance sales pipeline sales professional sales strategy Social Selling

Social Selling / Digital Sales Investment: Opportunity vs. Opportunity Cost?

What is the return-on-investment (ROI) differential between two growth strategies?

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Blog digital sales Sales

The Best Of Digital Sales Engine

There was a lot of hype…

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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 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.