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?
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.
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.
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…
With sales representatives’ success rates taking a downward turn over the last five years, many sales professionals have wondered what the solution is. When social selling and digital selling paradigms have done so much to propel sales growth, the question becomes more concerning. Why are sales representatives’ quota attainment levels falling?
While sales enablement is a relatively new concept in the history of sales, it’s quickly become a critical component to many SaaS and enterprise businesses. Sales enablement does just that – it enables sales teams to be more efficient, more productive, and thus more profitable.
What do personalization tech, social networks and content portals all have in common? User-directed action. All three represent the large-scale culture shift away from undifferentiated, mass-market broadcasting and toward greater individual control over the speed, form and scope of content they interact with on a daily basis.
Sales reps ask for more content, yet the content already created by product teams, marketing and sales enablement groups seems to sit there taking up server space and offering zero action. Some research indicates that up to 65 percent of the content created for sales teams is going to waste. Why?
Over the past year, software for sales force enablement has emerged from the margins to take center stage in the evolution of the sales function. That’s one of the central findings from CSO Insights’ third annual, global Sales Enablement Optimization Study. A solid majority – 59.2 percent of companies surveyed – now report having a dedicated sales enablement platform.