Find here our latest news and insights on sales enablement, digital learning, employee training, and digitalization. Enjoy browsing through the articles!
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 Partners, 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 have been brought to many people’s attention during the past years. 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.
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 maximizes 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.
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.
Studies have shown that emotional intelligence can boost mental health, job performance, and leadership skills. EQ plays a major role in sales conversations and it is a must-have for sales leaders. Here are some interesting facts about the importance of emotional intelligence in sales and sales leadership.
Of your current portfolio of customers, which has the most potential for growth?
How are your customer-facing teams reaching out and realizing this hidden revenue?
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.
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