Articles in category: Sales 2.0
If you are successful, you will be imitated. As a result, the ability to create and sustain defensible differentiation becomes progressively more difficult in virtually all markets, which often leads to a commodity perception – accompanied by declining revenue growth and margin erosion. In the book The Solution-Centric Organization (McGraw-Hill 2006) we called this decline the “path to commoditization,”(Read Full Article)
Sales managers are like Army generals. The ones who stand on the front lines and lead their troops into battle – or into a sale – are certainly heroic, but usually wind up going down…(Read Full Article)
Social Selling Forensics. 15.1% of LinkedIn users are paying for advanced contact and searching features. You might be using a 'hand saw' (i.e., the free version) to build your relationships while your competition is using a 'power saw' (i.e., LinkedIn Premium) ...(Read Full Article)
It is a truth universally acknowledged that your first CRM deployment is more likely to fail than succeed – a whopping 63 per cent of new CRM initiatives fail, according to a 2013 survey by Merkle Group Inc. Just like your first love, despite the hopes, excitement ...(Read Full Article)
If you’re publishing content that nobody consumes, does it help your brand?(Read Full Article)
As global economies recover the competition for talent is beginning to intensify. In fact, today 65% of global companies and more than 80% of companies in fast-growth economies are having problems finding employees with the skills they need, according to Towers Watson, an HR consultancy.(Read Full Article)
Mentions: Aberdeen Group
This rapid change in demographics cuts both ways - millennial demographics are shaping both buyer and seller behavior. On the buying side, technically savvy millennials will amplify the trend for buyers conducting their own research. Not only do they engage sellers much later in the buying process, they may not engage sellers at all.(Read Full Article)
Over the past two years, we’ve written extensively about the first force of change that is disrupting sales strategy and execution. Quite simply, it’s the new world of highly informed buyers. In 2014, virtually all sales organizations are keenly aware of this phenomenon. They know buyers are often more than 50% of the way through the purchasing process before connecting with a sales person, and they already have a hypothesis forming for how to meet their needs or solve their problems.(Read Full Article)
Since when was “social selling” something new? Any accomplished sales exec will tell you, relationships have always been a cornerstone of effective selling.
But today, the explosion of online communication has given new meaning to the term. When we talk about “social selling” we’re talking about using the internet to build relationships, communicate about your brand, and generate leads.
Many people will immediately think of “social selling” as any sales activities that take place utilizing Facebook, Twitter, or LinkedIn. That is a shortsighted view, however, and one that will lead you to less than stellar results.
Instead, think of ...(Read Full Article)
The old adage says that the unexamined life is not worth living. This philosophy is at the heart of being great in the world of sales. Top reps are always analyzing and assessing their performance, looking for ways to improve. It would take a superhuman sales rep to close every single deal, but that doesn’t mean we can’t come really close to it.(Read Full Article)
To take an honest look at your sales performance, it’s important to understand some of the ways a deal might fall through. Obviously, there are always some factors that are outside of a pro ...
Thijs Verhees interviewed Keith Eades, owner of Sales Performance International and author of bestselling books like The New Solution Selling and The Solution Centric Organization. In a strongly changing commercial world, Eades gives us an insight in the three roles a good seller nowadays should play.(Read Full Article)
For the last two years, InsideView has set a precedent by assembling an authoritative list that recognizes the contributions and achievements of the brightest minds in the sales industry.
The Annual Top 25 Sales Influencers list was announced today. The recipients will to be recognized at a ceremony November 18, 2013 at Dreamforce.(Read Full Article)
The goal of social media should be to increase the number of different ways your brand is connected to every single person that cares about you. This is a touchpoint corral.(Read Full Article)
Professional selling has never been more challenging. A confluence of factors has created a sales environment that is faster paced and more complex than at any time in history. As a result, sales organizations and sales professionals need to be adaptive and agile – they need to effectively respond to buyers with unbounded access to information.
What Does Research Tell Us About Optimizing Sales Results?
Aberdeen Group studies over 300 global sales organizations on an annual basis to determine characteristics of “Best-In-Class” performers, who are defined by:
- Top 20% in quota attainment
- Top 20% in year-over-year revenue growth
- Top 20% in ...
Too many companies are leaving the learning and development of a social media strategy up to the individual salesrep, and that’s a dangerous thing. It often leads to wasted time, confused company messaging, offended customers, and, most importantly, not adapting to the new way customers are buying products and services. That disconnect means fewer wins.(Read Full Article)
Mentions: Dave Stein
A lot of companies are sitting on the fence when it comes to developing a strategy for Social Selling and equipping their sales people with the proper training and tools to make it happen. For those who are wondering what to do next, a fair question is, “What does good Social Selling look like?” Answering that question may help them move off center in order to engage in one of the fastest-growing area of sales improvement.(Read Full Article)
Mentions: Aberdeen Group
Sales team driven businesses usually employ some version of a sales funnel or pipeline, and these models are quickly becoming irrelevant due to social media, said Todd Wilms, SAP head of social strategy.
'Organizations need to move from a sell model, to one where they are helping customers buy,' Wilms said.
The idea of a sales pipeline is changing, Wilms said, and there's no real set path customers take along the way to making a purchase. Customers will do their own research, and they will figure out as much as they can about a product or service before they ...(Read Full Article)
Social media continues to change the way we do business. It's changing how we interact with our customers, partners, suppliers and even our colleagues. It's changed the way we do business and has changed the way we tell our brand's story.(Read Full Article)
You can buy social media strategy advice and training from any number of sources. The challenge is integrating all that into your company’s selling process. And while some sales training companies have invested in social media learning as part of their solution portfolios, many others are less willing to be held accountable for that component of sales peoples’ skill sets. That’s not a good thing.(Read Full Article)
Mentions: Dave Stein
How do people become truly influential in the social age?
The accelerate prospects through the sales funnel. Influencers move clients through sales funnel from prospect to client with unsurpassed quickness. Whether it’s self professed “geek culture cultivator” Chris Pirillo recommending the latest tech, or Robert Scoble evangelizing Rackspace, they’re able to make sales that don’t seem like sales because of their genuine passion for what they’re selling.
Click the link to read the rest of the list.(Read Full Article)
Check out this list of useful apps (both new and existing) that are designed to help you and your sales team sell better, from meeting management software to marketing automation platforms to dialing tools for easier and more targeted outreach.(Read Full Article)