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Blog Digital Selling Enterprise Sales Sales Enablement Sales Leadership

Global, Digital Buyer & Seller – don’t let geolocation or language be your excuse

Whether you like it or not, you can’t stop your buyer from learning.  They will learn using their peer networks, and/or they will conduct online research.  While they won’t buy a complex solution online like it’s Amazon Prime (the eternal excuse people use to not practice Social Selling is “my buyer doesn’t BUY on LinkedIn”), a PORTION of their buying journey will leverage digital insights, referrals and triggers.

As an excuse, you can argue with me that your buyer is not a digitally-savvy buyer today.  Perhaps it’s their industry like coal mining, or their geolocation like Mongolia… I get it.  BUT, you CAN’T argue with me that they’re becoming MORE digitally savvy.  Come on, whether it’s pressure from the next generation (Gen Z), or cultural changes with a mobile-first economy, digital is only intensifying.

The Definitive Guide to Social Selling for Leaders

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Blog Digital Selling Enterprise Sales Sales Enablement Sales Leadership

5-minute Sales Leadership Round-up with Jen Holtvluwer @ Cherwell Software

After 6 years, +300 customer engagements, and meeting countless sales and marketing leaders in my travels, I’ve seen the GREAT, the bad, and the ugly when it comes to sales and marketing initiatives and leadership.  Leaders have been asking me for tactical soundbites from the strong leaders I’ve met that are inspiring, change agents, and all-around great people to work with.

Based on that popular requests, I welcome you to follow my new series of blogs and video interviews dedicated for senior sales and marketing executives.  This is the first of the series.

The Definitive Guide to Social Selling for Leaders

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Blog Digital Selling Enterprise Sales Sales Enablement Sales Leadership

Where Do You Fit On The Digital Maturity Curve?

Digial Maturity Curve

You can argue with me by saying “my customer is not on social media platforms, and isn’t terribly digital in consuming content”.  The reality is some sales leaders believe that the digital evolution will never effect their business.  You CAN also argue with me that social selling or digital selling is not a proactive thing in your industry, or your country, right now…

The Definitive Guide to Social Selling for Leaders

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b2b sales Blog Enterprise Sales Sales Leadership

It’s About 3-4 Great Digital Sales Plays, Not “Social for Social’s Sake ”

great-digital-sales

“What about if we learn more about Tweeting?”

“I see other social selling training companies talking about Facebook and Snapchat?”

Welcome to the social selling charlatan trap! Don’t get caught in FOMO (Fear of Missing Out), and make sure your sellers are social media proficient. That does absolutely nothing to highly influence your sales objectives. All that you’ve done is turn your sellers into branding machines.

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Blog Digital Transformation Enterprise Sales Sales Leadership

6 Digital Practices That Bring Back 5X More Revenue Growth for B2B

It’s not fair. Some B2B companies really do have an unbeatable advantage. New research from McKinsey points to a specific path for digital transformation as the defining factor allowing some B2B leaders to post operating profits 8X greater than their peers on 5X greater revenue growth. In fact, overall, these leaders can post an average profit growth of 13.5 percent while the rest of the industry watches their margins shrink.

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Blog Enterprise Sales LinkedIn Social Selling

5 Ways LinkedIn PointDrive Is A Massive Competitive Advantage for Time Management

Research by TOPO indicates that the reason 83.4% sellers fail to hit quota (their number) is because of their improper time management skills. Why is this? It’s because sellers mistakenly spend a disproportionate amount of time of equalizing touches on all accounts, or spend too much time with accounts that aren’t ready to buy yet. Whether your sellers are targeting 10, 100, or 1000 accounts at a time, time management is a blessing for quota crushing A-players, and the kiss of death for your B & C players.

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Blog Digital Selling Enterprise Sales Sales Leadership

Why Solution Consultants/Sales Engineers Must Become Digital Sellers

Customers are looking for information to inform and arm themselves to make calculated business decisions. I as a sales professional can provide superlative information and basic levels of trust through the insights in the boardroom. But, I as the subject matter expert command a completely different relationship with the buyer. I have a teacher-student relationship, and command the same respect you would have had with your professors in university. The customer is there to listen and learn…

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Account Based Sales Development Blog Enterprise Sales Social Selling

3 Ways To Easily Understand Your Buyer’s World Through Research

Most sales professionals are not contextualizing their outreach enough—they only have basic information about the company and buyer they wish to connect with. With the rise of sales automation, often times sales professionals default to the provided <<insert company name>>, <<insert first name>> or <<insert industry>> as a form of personalization.

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b2b sales Blog Enterprise Sales Social Selling

Today’s B2B Buyer Demands A Frictionless Buying Experience

I think we all know that the customer has changed. I don’t think anyone needs to be reminded of that but how has enterprise sales been affected by this and what have sales organizations done to adapt to these changes?