Ideas are meant to be shared, especially when it comes to B2B selling. It’s always useful to hear from old pros who have “been there, done that,” and also hear about what works for them in a tough selling situation.
If you are selling enterprise technology, you are probably selling cloud services. The cloud drives most technology decisions since hosted services are being used to handle data, business applications, development, and virtually anything that supports enterprise-driven businesses. You should include cloud services as part of your channel partner program.Read More
More companies are using live chat for leads. You are undoubtedly familiar with live chat as a sales and customer service tool. How often have you visited a website looking for information only to see a live chat box pop up in the bottom corner? These chat boxes aren’t sales bots; they are live sales reps looking to provide business-critical information that could turn a curious website visitor into a viable prospect. This is how you apply live chat for leads, and it is changing B2B sales.Read More
Whom would you rather buy from? The slick sales rep with the aggressive sales pitch who wants you to decide today, or the sales rep who asks questions, listens to understand what you need, and takes the time to work with you to find the right solution. The answer is easy, but the reality is there are still too many quota-driven sales reps out there who put closing the deal ahead of the needs of the customer. Sales reps with happy customers and long-term success are the ones who master the art of selling without selling.
Change is inevitable; in fact, it is essential for businesses to grow. However, not everyone is willing to embrace change, and even if they are willing to accept change, they may not see things your way. That’s why stakeholder relations have to be a key component of any business or change management strategy. It’s important to have everyone involved on board with the new strategy, policies, and procedures so the entire team is working toward a common goal. When making plans for 2019, you want to be sure that everyone involved shares the same vision and objectives.Read More
Business networking is essential to success in sales. Whether you are selling products, services, or your capabilities, your ability to connect with others in your industry will set you apart as a trused partner worthy of someone’s time and business. The following blog post provides tips that will help you develop and refine your business networking strategy, grow your professional network, and accelerate your sales pipeline.
To remain competitive requires fresh ideas that reveal new possibilities and opportunities. Too often, sales professionals become insulated within their own business; they are so focused on their own customers and meeting sales quotas that it is difficult to take the time to stop and contemplate new approaches and new strategies. Staying current with the latest business books is a great way to promote a fresh perspective and spark new ideas.
GDPR is privacy legislation that came into effect in May 2018. The aim of the legislation is to give consumers control of their personal data and its use and collection by companies. The GDPR replaces the previous Data Protection Directive, both strengthening privacy rules and harmonizing them across the 28-nation EU bloc. Crucially, the GDPR applies not only to organizations located within the EU, but also to companies outside of the EU if they offer goods or services to, or monitor the behavior of, people in Europe.Read More
Selling any technical product is a team effort. Sales representatives need support from customer service, accounting, operations, and, perhaps most important of all, sales engineers. When you close a complex engagement involving multiple components, integrations, and customizations, you need the support of the sales engineering team to help with presales and to handle fulfillment. However, even the most seasoned sales professionals still get confused about the role of sales engineers and how best to include them in the sales process. That’s why it’s essential that sales managers understand how to manage both sales reps and sales engineers.Read More
You may not have noticed, but the B2B sales model is changing. Where outside sales reps were once seen as a cost-effective and efficient way to close new deals and build revenue, more companies are bolstering their inside sales team. The migration from the traditional sales approach to inside sales is helping B2B companies more closely align sales and marketing, improve lead generation, and create a better customer experience.