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?
Are you implementing Account Based Marketing? If not! It’s time you started applying it in your organization! Studies have shown that the most effective marketing approach in recent times is proving to be Account-Based Marketing. This marketing strategy is more focused and results in better ROI compared to any other marketing method. Account Based Marketing entails identifying prospects that are key stakeholders and strategizing marketing to resonate with the specific personas.
Social selling is so much more than a simple prospect mining tool for salespeople to use in their spare time. While companies may feel squeamish about encouraging their sales force to leverage social content, it’s effectiveness is undeniable.
Forrester continues to lead market research on the topic of social selling. With incredible past insights on WHY execute a digital sales transformation, Mary Shea and the team have now begun reviewing social selling tools.
The modern sales process has moved from analog to digital, and if your company and your sales team aren’t moving in that direction, you’re missing opportunities to sell smarter by leveraging the power of social selling to drive sales outcomes.
With thousands of sales enhancement tools available to layer on top of a CRM, many sales managers see a more robust tech stack as the path to increased sales. However, the result for a lot of companies is a bloated toolset that costs expensive resources – both dollars and people – to maintain.
As social becomes a more dominant form in the prospecting process, sales leaders must remember that without the proper mindset, these tools are going to get you nowhere.
Have you tried video as a sales tool yet? If not, odds are you’re missing out.
This blog is for all you inner geeks, superhero and Hollywood movie watchers.
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