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.
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.
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.
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.
Having participated in 100’s of tech company Sales Kickoffs (SKO) and witnessing the thousands of dollars to the multi-million dollar events, I thought it would be timely to share my observations, tips, do’s and don’ts in a blog.
2019 is just around the corner and it is time that businesses pulled up their socks to prepare for the sales kick-off meeting in the New Year to improve their B2B sales objectives. As per the survey conducted by Vorsight, most sales teams conduct their annual Sales Kick Off meetings in January. The last few months of 2018 are ideal for sales leaders, sales operations and C-Suite to take the necessary steps to ensure the success of next year’s sales kick off.
Nobody wants to hear, “I’ll check with my boss.” It usually means that sales loses control of the presentation and will be shut out of the Q&A session, if there ever is one. That’s one of the reasons why every salesperson should strive to get through to the C-suite from the start. Then sales just has to sit back as the gravitational force of management pressure can work its magic on the procurement team.
Despite hype in the modern sales community, nothing is “dead.”
Make way for a new generation: New research shows that 73% of Millennials are involved in B2B purchasing decisions. But most sales teams are stuck in the past, selling to an outdated buyer and missing out on a huge opportunity.