Friday, February 26th, 2021

New sales realities

Business leaders need to understand that it’s the fit of People, Process, Pricing, and Partners that drives sales effectiveness. Selling is changing. When managers make decisions based on obsolete assumptions, they fall victim to those who do understand cause-and-effect links between buying and selling. For over a half-century, buying has been framed in terms of a hierarchy-of-effects model: moving a… 


Friday, February 26th, 2021

Key trends in sales tech

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

Fast forward to the future

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

Need to know for 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, 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… 


Thursday, May 28th, 2020

Sales leaders’ top 10 wish list

What are the top sales leadership priorities for the coming months? What are sales leaders looking to accomplish? What would they do if money were no object? To find out, the RAIN Group Center for Sales Research surveyed 423 sales, enablement, and company leaders. Respondents were asked about the importance of 16 different potential priorities and asked the $64,000 question:…