Friday, February 26th, 2021
4 GROWTH PILLARS FOR CSOs
THE KEY TO ACCELERATING REVENUE GROWTH FOR B2B SALES…
Monday, November 9th, 2020
Leadership in the digital future
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? Why is the concept of “digital” so important for us today? Technologies are changing the way customers conduct business. Communication has found new ways that I would have never…
Monday, November 9th, 2020
Imagine…
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
Mind the (skills) gap!
Article summary Finding the time for training and development while meeting customer needs (and achieving bottom line results) is a universal struggle faced by nearly all sales executives. The struggle is especially real for those in the highly competitive IT industry, where rapid strategic and industry change require ever-increasing time and effort to stay “in-the-know”. SAP’s Sales Coaching Team has…
Monday, November 9th, 2020
Focus on sales technology
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
The Magic 6
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 CHANGING FACE OF B2B SALES
The pandemic has understandably forced a rapid…
Thursday, May 28th, 2020
A (Virtual) Reality Check: Mastering remote selling
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
Keeping sales enablement simple
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
On-screen selling
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…
Wednesday, June 26th, 2019
Enabling the digital sales force of today and tomorrow
As the modern workspace is changing and the workforce is becoming more social, mobile and digital, corporate learning functions need to adapt their ways of providing training and enablement. This is especially true when enabling the sales force. SAP’s Learning2Go organisation provides SAP sales colleagues with offerings that harness digital and virtual innovations, empowering them with the most up-to-date and…
Tuesday, June 25th, 2019
Debunking the myths about the future of sales
A Harvard Business School professor’s insights into the science of sales. In this interview with Deirdre Coleman, Frank Cespedes, Senior Lecturer at Harvard Business School, dispels the myths surrounding technology’s impact on the future of sales and why the need to rethink sales also means rethinking sales leadership. He considers the social and financial impact of sales productivity, and stresses…
Tuesday, June 25th, 2019
Easier online sales
Multiorders has launched software that makes it easy for vendors to sell across multiple online platforms to raise visibility, increase reach and boost orders. It offers automated stock-tracking and shipping management, easy management of purchase orders, as well as the reduced cost and creation of shipping labels. Free trial and further information available at: www.multiorders.com. +
Tuesday, June 25th, 2019
New incentives platform
Edenred UK recently launched Connect Incentive, an SaaS-based incentives platform designed to drive performance through their channel or internal sales and customer service teams. The platform enables incentive programmes to be set up in minutes rather than weeks or months, removing admin challenges, and making them more cost-effective to run because they don’t need a costly IT project to get…
Tuesday, June 25th, 2019
AI boosts CRM
Intelligent platforms that integrate sales enablement and communications tools reduce salespeople’s admin burden and make the 18% of the time they spend in CRM more effective, according to a white paper from consultants Strategy to Revenue that quotes statistics from a 2018 Forbes article “Why Sales Reps Spend Less Than 36% Of Time Selling (And Less Than 18% In CRM)”….
Tuesday, June 25th, 2019
Basic sales jobs at risk
Elementary sales jobs are among those at high risk of automation in England, according to recent analysis by Office for National Statistics (ONS). Around 1.5 million jobs (7.4%) in England are at high risk of some of their duties and tasks being automated in the future. “When considering the overall risk of automation, the three occupations with the highest probability…
Wednesday, March 27th, 2019
Technology is driving servitisation
This report from Cranfield’s KAM and Strategic…
Friday, March 22nd, 2019
Winning customers in an age of digital transformation
When companies embark on a digital transformation journey, they undertake a challenging quest for new business models, as they seek to leverage digital innovations to generate value for their customers and to differentiate from their competition. SAP’s Digital Elite Programme enables its salespeople to pitch a digital journey that is a perfect fit for their customers. The digital revolution is…
