Find here our latest news and insights on sales enablement, digital learning, employee training, and digitalization. Enjoy browsing through the articles!
Virtual selling, also referred to as remote selling, consists of creating content about products, services, and purchasing conditions that targets your prospects and customers. This content is perceived as added value and is not necessarily aimed at direct sales. Instead, it offers the possibility of building personal relationships with prospects and customers.
B2B lead generation has changed a lot in the past few years, but it's still an essential component of any sales strategy. After all, without leads, how can you hope to convert prospects into customers?
Since the beginning of the pandemic, virtual sales meetings have become the new normal and a key communication channel for sales organizations. Video calls allow us to stay in contact with clients and peers regardless of restrictions and other external factors. Most people would agree that face-to-face meetings are also important, but virtual meetings are here to stay. In this context, salespeople need to master a new set of skills in order to be confident in virtual sales meetings. Here are some ideas that will help you look professional and feel confident in your next meeting:
When was the last time you told a friend a story? "You have no idea what happened to me yesterday!" Sound familiar? The truth is that each of us is a storyteller, but most people do not realize it. Of course, some storytellers are better than others, but there are also exceptional storytellers. Nevertheless, everyone can considerably improve their storytelling skills with a bit of practice. And that practice will surely pay off if you use storytelling in sales.
It is not easy to listen to your customer tell you how your competitor won the deal because their approach was better than yours, but you can learn a great deal from it. A win-loss analysis can help you get value from a sales cycle, even if you lose the deal. You can use it to enable your salespeople, find gaps in the sales process, and get better.
In a recent study, PDAgroup discovered that 7% of respondents currently operate without a defined sales process. Of the companies that utilize a framework, 46% shared that it is improperly implemented.
An increasing number of sales professionals are moving towards remote working. What does this mean for leaders? How does virtual leadership work?
Hosting events allows a company to promote its brand and forge new relationships, whether these are small get-togethers with sponsors or employees, or events organized for thousands of people. Event management includes everything from coordinating with vendors to creating a timeline for the event.
It is THE question that everything in sales revolves around: How can I increase sales performance? This article is all about how to increase sales productivity effectively and sustainably, that is, how to maximize sales results while reducing the use of resources.
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