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What you need to know about how sales enablement technology is advancing. As is usual at this time of year, I have spent a lot of time thinking about enablement’s current state. Before I take a journey through sales-enablement technology trends, let’s briefly explore enablement and B2B sales, as both of these topics are influencing the outlook for technology for… 

Waldemar Adams explains how SAP’s sales organisation moved quickly to adapt in a year of dramatic change. iJosT: What do you think are the most important issues around sales currently? W A: What we see is that we are anyhow in a transition in the world of selling that has now accelerated because of the pandemic situation. Most of it… 

Why understanding team tenure can be a key to healthy sales-team dynamics and a rapid alignment of teams. The longer a team has spent together with the same composition of team members, the more harmonious interpersonal relationships become. The shared experience builds trust and psychological safety, leading to smoother team processes, more effective use of resources and increased team performance… 

Four forever changes transforming b2b revenue activities. Sales and marketing leaders, it’s time to level up. Buyers are searching for more information on their own, without talking to a sales rep. That means they are engaging with your content further down the funnel. As a result, your content can’t be just a companion to a sales-led customer conversation; it needs… 

The key issues for B2B sales leaders in 2021. 2020 proved to be a challenging year for many B2B sales organisations. Certain sectors powered ahead (for example, anything associated with e-commerce or digital transformation) but many other industries suffered significant declines in demand. 2021 will inevitably bring further challenges. Whilst the emergence of effective vaccines offers some hope for recovery,… 

How sales-enablement platforms can help us make a success of virtual onboarding. One positive to come out of 2020 was the accelerated push for digitalisation. For some, this meant learning to video call friends and family. For others, it meant moving every single work-related process from in-person to online. Now, we’re comfortable with hosting entirely virtual events, conducting virtual sales… 

Reports from Cranfield Key Account Management Forum’s online series. Staying positive and focused in uncertain times Andy Bounds, a leading sales communications expert, advocates putting emphasis on creating “positivity and productivity”. Using the “Yes, if…” technique allows individuals and teams to focus on the key few outcomes that are needed to make an objective achievable and then ensure that those… 

How will leadership change in the digital future? Imagine… You are strolling on a boardwalk by the beach. The warm rays of the sun are tickling your nose as you savour the beautiful scenery. Suddenly, darkness takes over, the sun vanishes, and there is a mist in the air. A tornado! A huge swirling spout of water, this massive monster… 

The team’s work began in late 2016, when it was observed that sales metrics for SAP sales executives – while in line with or slightly above industry standards – were not meeting sales management expectations. With a worldwide digital transformation in full swing, it was imperative that SAP’s sales executives were well-trained to help customers understand and implement emerging innovations… 

Beyond the gimmick Digital sales rooms: are they fact or fancy? For some time, the sales industry has been considering how innovations like augmented reality (AR) and virtual reality (VR) can support the sales process. However, for many, they simply represents a gimmick rather than a genuine means of engaging with buyers and adding value to the experience. However, with… 

Do you have compelling answers to three crucial customer questions: why change, why you, why now? Generic value propositions, while they might be of some use in persuading potential prospects to make initial contact with you as a potential vendor, aren’t very helpful when it comes to setting your customer’s expectations about the specific value that they will derive from… 

How to lead virtual (and hybrid) meetings. In spring 2020, meetings changed. Instead of physically meeting up with colleagues, everything moved online during lockdown. Of course, sales teams have been catching up with colleagues in the field by phone or video chat for years, but, in March, everything went remote: team meetings, client meetings and much, much more. While meetings… 

In a major step forward for professional selling, UK professional body the Association of Professional Sales has highlighted the achievements of 15 young salespeople who have become the first to complete a new, nationally recognized apprenticeship in sales. The pioneering 15 have successfully completed the Level 4 apprenticeship for sales executives. They have been trained by their employers and the… 

A career in selling can be vibrant, fast-paced, bold and exciting. It can also be demanding, challenging and subject to long hours in a busy, target-driven environment. But the sales function is the bedrock of any business so, if you’re committed to developing client relationships and providing valuable solutions, sales can be a highly rewarding, dynamic and fulfilling long-term career…. 

Never before have there been so many options for students, apprentices and aspiring sales professionals to study and gain valuable qualifications and commercial experience. Academic sales programmes are available to those anticipating a sales career either as university and college courses for undergraduate students on leaving school or at postgraduate level. Postgraduate options (often aimed at more experienced individuals) include… 

In the UK, sales apprenticeships are programmes that allow people to study for a professional qualification while being paid and receiving on-the-job training. Sometimes, off-site classroom training is also involved. Apprenticeships typically last one to three years. They’re open to anyone over the age of 16 and not in full-time education. As there’s no upper age limit, apprenticeships can be… 

Sales competitions are attracting the attention of students from around the world because they are a great way for sales course participants to showcase themselves in front of prospective employers. Equally, many corporate employers have embraced sales competitions as a convenient way of checking out the best of the new crop of sales talent. Competitors who perform well are likely… 

Different industries have different pay scales for sales jobs. Research the industries you’re interested in to discover whether they’re a good match for your salary expectations. In the UK, entry-level sales salaries start at between £18,000 and £21,000, and can rise to £28,000 plus commission. The average entry-level salary is around £24,000. As you progress through your career, expect middle… 

Artificial intelligence. Computer systems that are capable of learning by themselves. Companies are increasingly finding AI applications within sales – for instance, to identify potential customers or to predict the best time to call a customer. B2B – business-to-business. When a business interacts and completes transactions with another business, such as a wholesaler and retailer. For example, one company might… 

A job in sales can give you the skills to become a future business leader. The skills you need Many people think that to be successful in sales you need to be able to talk. It’s true; being able to communicate well is massively important but the “gift of the gab” is not required now, and frankly, never was. What…