Find here our latest news and insights on sales enablement, digital learning, employee training, and digitalization. Enjoy browsing through the articles!
The art of value messaging rests in how effectively your salespeople can paint the value they can provide to address your clients’ industry- and professionally specific needs. Britta Lorenz was joined by Kruger Marketing’s CEO, Felix Krueger, to review the formula behind developing and conveying impactful value messages.
Design Thinking is an innovative, creative, and user-centric methodology that can be used to analyze and solve problems and obstacles in sales. It connects the perspectives of employees from different departments to understand the customer’s pain points and needs.
Expanding existing customer contacts (account growth) is extremely important in sales. It's not only about gaining customer contacts, but also recognizing the opportunity for a deal with existing accounts and winning it, as well as being able to identify up- and cross-selling opportunities. In this blog, you will learn everything you need to get started on your account growth initiatives, and you will receive concrete guidelines for account-based prospecting.
Lead qualification in B2B sales is key to assigning the appropriate resources and time to advance sales opportunities. Maintaining a customer-centric approach to this process can boost your win rate. Bob Apollo, the founder and COO of Inflection-Point Strategy Partner, was invited to sit down with Annette Behrendt to discuss the details of a modern, more holistic approach to your sales qualification process.
An organization’s approach to recruiting talents influences the dynamics and performance of its teams. Transform your workforce and the future of your company by prioritizing diversity recruiting. Emma-Jayne Broadway, the CEO of Talent Partnership Consulting, was hosted by Annette Behrendt to discuss ways to reap the benefits of a diverse and inclusive (D&I) approach to recruiting and why it’s crucial for the future of work.
The importance and imperativeness of social selling was brought to many people’s attention as a consequence of the past year. Britta Lorenz was joined by Anna Rokina to discuss the various aspects of social selling and how to make it strategic. We will outline how to approach personal branding using your personal LinkedIn profile to better your B2B social selling, as well as the techniques and strategies you will need to be successful.
The momentum behind enablement has swept over from its birthplace in the US to other parts of the world. In the last quarter of 2020, we conducted a study into the current perception and participation in sales enablement activities within Europe (and DACH). The resulting report reveals our findings and will assist you in making the crucial decision to implement your own enablement unit.
Keith Rosen, named one of the most influential coaches by Inc. magazine and Fast Company, shared his insights with Britta Lorenz on how to become a great leader that truly coaches his or her team towards their goals and to maximize each person’s potential in our remote world. These skills are especially helpful in supporting your salespeople (and yourself) through the uncertainty and fear this pandemic has created.
In this article, sellers and sales leaders will learn new strategies to apply to their current account planning process. LinkedIn Top Sales Voice Amy Franko and Britta Lorenz recently had a conversation about the modern seller's approach to account planning.
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