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Monday, November 9th, 2020
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
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…
Wednesday, June 26th, 2019
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
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
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
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
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
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
This report from Cranfield’s KAM and Strategic…
Friday, March 22nd, 2019
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…
Thursday, May 17th, 2018
Successful B2B sales teams need to strike a balance between digital and human sales – that’s the conclusion of May 2018 paper The secret to making it in the digital sales world: The human touch from consultants McKinsey. B2B sales leaders using digital effectively enjoy five times the growth of their peers who are not at the cutting edge of…
Thursday, May 17th, 2018
Organisations understand the power of coaching and the importance of data to inform this activity. But could it lead to a zombie sales force? What is the difference between coaching and training? This is often poorly understood. As a starter, we might consider that training is about transferring knowledge while coaching is about enhancing that knowledge and developing people and…
Thursday, May 17th, 2018
Sales talent analytics can drive competitive advantage and unlock new sources of corporate wealth. Pretty much everyone these days has heard of “big data”, but how many firms are actually using it to unlock new sources of corporate wealth in connection with their talent? Let’s start at the beginning: what is big data? Google defines it as: “Extremely large data…
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