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The False Choice between Value & Volume in B2B Sales Today

False Choice

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Blog sales for life Sales Leadership sales skills sales-leaders Social Selling social selling companies Social Selling Tools Social Selling Training

Sales Leaders: The Age of Insights is Here. Are Your Sellers?

Are You A Seller

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Blog Infographics Sales sales for life Sales Leadership sales professional sales skills sales-leaders Social Selling social selling companies

4 Practical Ways Sales Leaders can implement Social Selling for Account-Based Sellers

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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.