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Friday, April 23rd, 2021
Selling power comes not from how much conversation we manage to get through, but the quality of the conversation. Supercharging sales is the overall theme of this edition of the International Journal of Sales Transformation, so I thought it might be appropriate to focus on a topic that has long been a focus of mine: how can salespeople supercharge their…
Friday, April 23rd, 2021
UK lawmakers warn that Britain is suffering from a shortage of salespeople and sales skills. MPs say much more needs to be done to recruit and train people with strong B2B selling skills. Last month’s report by Westminster’s All-Party Parliamentary Group for Professional Sales underlined a persistent problem for the sales profession in the United Kingdom: quite simply, not enough…
Friday, April 23rd, 2021
DESPITE CONVENTIONAL WISDOM THAT BIG-TICKET SALES REQUIRE…
Friday, April 23rd, 2021
Covid-19 has cemented omnichannel interactions as the…
Friday, February 26th, 2021
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…
Friday, February 26th, 2021
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…
Friday, February 26th, 2021
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…
Friday, February 26th, 2021
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,…
Friday, February 26th, 2021
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…
Friday, February 26th, 2021
Q: What do you see as the “new sales normal” emerging post-Covid? What will be different from before over the longer term? Mark Davies: A few things, all of which were trends that were occurring anyway (the Covid-forced recession has just accelerated these trends). Firstly, the trend whereby customers buy via digital channels will intensify. This is because customers know…
Friday, February 26th, 2021
THE KEY TO ACCELERATING REVENUE GROWTH FOR B2B SALES…
Monday, November 9th, 2020
What are the required leadership behaviours that will help leaders succeed in the digital age, and to what extent do our leaders need to change their leadership behaviour in the future? Over 24 years I have held various sales and sales support roles at SAP. I had the chance to work with the largest customer (Siemens) as a Global Account…
Monday, November 9th, 2020
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…
Monday, November 9th, 2020
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…
Monday, November 9th, 2020
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…
Friday, November 6th, 2020
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…
Friday, November 6th, 2020
The pandemic has understandably forced a rapid…
Thursday, May 28th, 2020
How to make virtual sales presentations more engaging, more memorable and more effective. In an instant, the number of salespeople delivering remote presentations has reached 100%. But how do they feel about virtual sales calls, versus in-person meetings? Not good, according to our recent industry survey of over 500 B2B salespeople. Over 70% of salespeople believe that remote selling is…
Friday, May 22nd, 2020
Breaking down complexity to boost sales performance. There’s no denying it, the buying process is more complicated, longer and involves more stakeholders than ever before. But in contrast to this change, product life cycles are becoming much shorter and salespeople are feeling the pressure. Getting to grips with increasingly complex products and solutions in a short time means salespeople not…
Friday, May 22nd, 2020
Exploring the surprising benefits of remote selling by video. COVID-19 has suddenly changed the dynamics of selling. Salespeople who normally see prospects and customers in person are scrambling as they explore how to sell remotely. It may be a problem now, but could this be an unforeseen opportunity? Up until nine years ago, we sold our sales consulting services exclusively…
