Welcome to your weekly roundup for Aug 25 – September 1. This week we’ve got 3 battle-tested strategies to make the necessary evil of cold calling easier, fresh data on why social sellers are blowing other sales people out of the water, and a swath of video stats sellers can use to inform their multi-channel prospecting.
The biggest challenge to small businesses today is obscurity. If people don’t know you exist, you don’t exist.
Since the change in buyer behavior has become more commonly known, there has been a lot of talk about what skills are required of modern sales professionals. Less talked about, however, are the skills the modern buyer is demanding from sales leaders.
No matter how effective an organization is at traditional selling principles, it will start its digital transformation from simple beginnings. For hundreds of technology companies in San Francisco, this evolution has already happened, but for many global financial services companies, the seeds have just been planted.
In the not too distant future, the connection economy will crush lazy brands and businesses like never before. The traditional reach, influence and power that these brands have typically enjoyed will largely disappear.
Quick, tell me what’s wrong with this strategy: let’s cut down a rainforest to print a book.
Seth Godin’s words drip in gold. Actually, that would be an understatement.
If you believe that this is truly the age of the customer, as Forrester says it is, then customers are firmly in the seat of control. Customers are driving a lot of power in transactions today, and it’s all because of information democratization. The Internet, social, and digital technologies are bringing customers out of the woodwork to conduct buying research at record speeds, so they can bypass salespeople and traditional marketing assets more than any other time in history.
Change happens fast. In the past 20 years we have seen more technological innovation than in the 80 years prior. Mobile is overtaking desktop, social is beating search, and messaging apps are challenging email. What’s next?
How can sales leaders drive above market growth in today’s digital world? To what extent Sales Growth Training can help?