Digital Selling and Sales Training Journal

This sales leadership article looks at how global teams can improve sales performance. An article on Harvard Business Review stated that to circumvent poor revenue performance, sales forces have to collaborate with each other and pursue new customer opportunities. One thing to note at the moment is how sales have been negatively impacted by digitally-savvy consumers and shrinking markets. A report on successful global teams posted on LHH reveals that in 8 out of 10 sectors, global companies observed how aggregate sales are growing slower than their domestic peers. Global teams are struggling amidst complex supply chains and larger and more diverse workforces. As such, a critical examination of your company becomes imperative. To start, ask yourself if the right workers are in the right jobs. If not, determine whether a talent or skills gap exists across your employees. This information will help you address the issues within your global tea

How to sell and engage buyers in the digital, remote, and noisy world is definitely a challenge we all face. Without a learning pathway, very few of us salespeople will ever get to master the sales skills to be truly successful. The spray and pray days of contacting buyers with little more than a sales pitch to hit our sales targets have long since passed. The modern buyer demands more and expects a more personalized, tailored experience. So, we need to be experts in our market, an advisor, a trusted source of data, a credible resource, and a consultant all in one. We are no longer just selling; we are a sharer of information. And we need to be bring more value and insights than the information the buyer can read freely on the web without us!! How to sell and engage buyers Buyers whether B2B or a consumer are re-evaluating how they buy, how they want to be dealt with, the experience they want when purchasing and the values of the salespeople they communicate with. T

Originally published The Essential Sales Skills - The Digital Sales Institute : In this article we discuss the essential sales skills that every salesperson should seek to master as selling moves into the next phase of its evolution. Nearly every sales skill that is essential for engaging buyers today can be acquired with regular sales training. The world of selling is moving fast around us, moving towards digital, moving towards soft skills and moving towards helpful consultative selling without the hard sales pitch. Regardless of how we consume our sales training, the program content should ideally target the essential sales skills. Make sure the online sales training program includes some of these sales skills. Soft Essential Sales Skills Salespeople who excel at the soft skills outperform their competitors by more than 30%, outperform them in areas such as close ratio, size of sales, and customer retention. Success in today’s marketplace is all about the soft skills.