Find here our latest news and insights on sales enablement, digital learning, employee training, and digitalization. Enjoy browsing through the articles!
In the midst of global chaos and commotion, we have a responsibility to stay grounded in our humanity when having (virtual) business meetings. Ben Faranda and Britta Lorenz take us through the reasons and methods to bring your human side to the sale, but also in all your interactions.
George Brontén and Britta Lorenz break down why customer success is important for sales and the empathetic approaches companies should use when communicating with existing customers to secure lasting relationships.
Over the last 6 weeks, the discussions focused on the core elements of the B2B sales cycle. In this last wrap-up session, previous guests share their thoughts on how to get the attention of the C-suite, how to get a meeting with them, and ultimately get the final push for a close. These are the key takeaways from the panel discussion:
Our sales proposal is an opportunity to show the customer how well we understand their business and what they want to accomplish. It is our opportunity to offer a solution that will take the customer where they want to be. In the course of PDAgroup's Expert Talks series, Britta Lorenz and Amy Franko, sales strategist and author specializing in B2B sales, talked about what qualifies as a modern seller and explored the do's and don'ts for a standout sales proposal.
Discovery never ends, and it is definitely not a one-stop interview. In the course of PDAgroup’s focus series on sales enablement, Whitney Sieck, CPTD, Senior Director of Enablement at Outreach, invites us to rethink how well we know our customers and reshape our mindset regarding discovery in B2B sales.
We have arrived at the third stage of the B2B sales cycle. We have made a connection, qualified a lead, and now have to make contact with the prospect and try to move this lead to the next stage of the sales cycle. Often this is the point where we might lose an opportunity. T. Melissa Madian shared her expertise with us and gave us valuable tips to successfully create a real human connection and build lasting bonds with the customer. A hint: Don't pitch them.
The B2B sales process has changed tremendously over the past years. Potential customers have many opportunities to inform themselves about products and services before taking the first step and contacting a salesperson. On the first Expert Talk, an online event that aims to explore the key elements of the B2B sales cycle, Britta Lorenz from PDAgroup interviewed Peter Schwazer about what this development implies for salespeople when they want to connect with the customer and nurture the relationship.
In B2B sales, discovery never ends, and it is not a one-stop interview. The value-based discovery approach is about aligning your offering to the business value it creates for the customer. It doesn´t matter how great your product is. It must offer real value to the customer. It must be just the right solution for your customer´s problems.
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