The Buyers Journey

Increasingly the buyers journey is now done online. Even B2B customers have adopted consumer-like behavior. They now conduct product research online and often make purchasing decisions without a sales rep’s involvement. Those B2B customers who engage with sales agents are already 57 percent of the way through the buying process before their first contact. This fundamentallyContinue reading “The Buyers Journey”

The What and How of Sales Enablement

Sales enablement is linchpin that a business uses to bridge the gap between their sales strategy and how they execute this on social media, the phone or face to face. In a fast moving digital world, common sales challenges (buyer interactions, longer sales cycles, declining win rates, slowing customer acquisition and shrinking deal sizes )Continue reading “The What and How of Sales Enablement”

Connecting Content Marketing to Sales

How to use content marketing for improved sales enablement is a big discussion point among sales and marketing leaders. Most B2B companies rely on selling by direct sales teams to generate a large percentage of their revenues. For these companies, improving sales performance is a critical business objective, and sales enablement alongside the use ofContinue reading “Connecting Content Marketing to Sales”

The Sales Process

The sales process is a repeatable model that a business deploys for the sales teams to follow when moving a buyer from being a prospect, to a qualified lead and on to a paying customer.  This is an introduction to defining what is process could look like for your company. A sales process could beContinue reading “The Sales Process”

Sales Funnel Improvement Tips

How many people in sales really understand the sales funnel, the sales pipeline and the objections that can clog up the process? Success for many companies and start-ups depends on if they can shorten the sales cycle and speed up the sales process. It may come as a surprise to many sales managers that itContinue reading “Sales Funnel Improvement Tips”

Sales Call Structure – Sell Successfully

In the digital sales world, the art of making a sales call has been overlooked, so today lots of sales people do not understand the nuances involved in making successful sales calls. Whether the sales call is cold, as a result of a web lead or inbound enquiry always approach the sales call with theContinue reading “Sales Call Structure – Sell Successfully”

Selling Techniques

In sales, for selling techniques to work effectively there needs to be clarity in both the actual sales role and in the process of selling. Successful selling is about always having a clear objective based on where we are in the sales process. Challenge the buyer’s journey Sales people can too often view the salesContinue reading “Selling Techniques”

Sales Strategy Plan

A sales strategy is the process of matching the business purpose or mission with a sales plan, then putting in place goals, metrics and sales tactics. The sales strategy will also map out courses of action and allocating resources to achieve the selected goals and tactics. A sales strategy is really about answering the oneContinue reading “Sales Strategy Plan”

Sales Management

Sales management or being a manager of a sales team could be described as leading people to higher levels of achievement to deliver company growth while implementing the sales process the company uses to target prospects and convert them to paying customers. The starting point to managing a sales team is not with the salesContinue reading “Sales Management”

Get the Sales Team Selling

To win more customers and grow, every business needs to focus on getting the sales team selling, they need to get sold on sales actions and sales time not just the company’s sales process. One question any salesperson needs clarification on is “what do you want me to do”. Seems like a easy question forContinue reading “Get the Sales Team Selling”