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  • Thursday 30th November, Ricoh Arena

sales

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Why Did You Lose That Sale? Turns Out Your Buyers Are Human, Too.

Most sales teams—whether formally or informally—will perform some type of win-loss analysis. The goal of these programs is to identify trends and patterns that can be replicated, or in the case of losses, avoided by your team in the future. But what happens when the results of a win-loss analysis demonstrate that buyers are perhaps less rational in their decision-making processes than we might expect, or desire?

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Are You Prepared for the Next Wave of Sales Technology?

There’s nothing quite so dreary as those dystopic portrayals of the future in film, TV, and books.

“The year is 2075, and humans now toil in perpetuity underneath their robot overlords. The atmosphere, stricken with pollution, blankets the planet in darkness and blots out the sunlight. Hope is all but lost for mankind. The horrors!”

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The Account Executive’s Sales ROI Checklist

When it comes to closing B2B sales, everyone wants bigger, faster, and more frequent. This pressure falls squarely on the shoulders of account executives, who are sent out into a strange galaxy to hunt new prospects, higher win rates, and stronger sales revenue. It can be an eerie hunt – especially when the path to success is murky at best.

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5 Ways Sales Pros Can Fill the Lead Pipeline With Referrals

Today, buyers are 5x more likely to engage with a sales professional when introduced through a mutual connection. It’s one of the core principles that makes social selling so effective. It’s also what makes LinkedIn the perfect platform for making the most of referrals. Here are five ideas for collecting and acting upon referrals through LinkedIn.

1. Identify Warm Path Connections

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4 Ways Sales Managers Can Diagnose and Improve Pipeline Health

We’re all familiar with overly optimistic sales reps who are certain all their deals will close. Thank goodness they maintain such a positive outlook! On the other hand, it can blind them to the realities of the situation at hand. It’s similar to seeing the doctor for a checkup and telling her you feel fine. Then she conducts the exam and discovers a few issues that need addressing.

Your job as a sales manager is similar –looking beyond what your sales team is telling you to assess the true health of the sales pipeline. Here are four ways to make your diagnosis.

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Transforming into a Sales Machine: Start with a Blueprint

Why Create a Sales Enablement Blueprint Now?

Before you hire that next sales rep or recruit that next partner, create a visual sales enablement blueprint necessary to effectively enable their success. This is not only a great way to justify hiring, but a great tool to recruit top sales talent and partners and show how you intend to deliver on their success.

In my earlier blog Transforming Your Organization into a Selling Machine I discussed getting started with systemizing sales enablement by:

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The First Step to Sales Leadership: Getting Out of Your Comfort Zone

Every day, you should challenge yourself to get outside of your comfort zone. That may be a well-worn phrase, but it’s still critical advice for living a full life—and for killing it in sales.

In fact, pushing yourself to experience that new, uncertain, and—yes, even anxious—feeling is mandatory for business and sales leaders if they want to take their team to its peak.

That advice is even more essential in the era of social selling, when 90% of decision-makers no longer respond to cold calls.

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5 Ways to Engage and Sell to Millennial B2B Buyers

Today, 73 percent of millennial workers influence purchase decisions for their companies or their own business. With millennials expected to make up the majority of the global workforce within a decade, this buying dynamic will only intensify. This makes it increasingly important for salespeople – especially those steeped in traditional tactics – to learn how to reach and successfully engage the newest generation of B2B buyers.

Here are five steps to win over millennial buyers.

1. Understand Millennials’ Buying Roles

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