Digital Selling and Sales Training Journal

  Sales trends and the sales models of the future have never been more difficult to predict. Will inbound lead generation be enough to power growth, will organizations have to rethink or even retool their sales strategies, what does the sales force of the next five years look like. These and other questions are now top of mind for many sales leaders. Sales Trends with Examples. Unite the Customer Experience. A disjointed sales process that clashes with internal procedures can cause major obstacles in the buyer’s journey. The knock on effect is a lack of any seamless customer experience that buyers now demand. Sales organizations will have to unite the sales process to match what their buyers expect. A Revenue Operations team consisting of sales, marketing, product, customer success and delivery should be installed. The goals for revenue operations is to remove internal road

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

The Future B2B Sales Strategy The future B2B sales strategy will have to account for both the harsh business and economic challenges that will prevail for probably a good five years. Sales leaders looking to balance their immediate goals with long term opportunities will need to plan for the four N’s. The Now, the Next and the Never Normal. No business can plan to go back to the old way of doing things. The winners will aggressively adapt a sales strategy that finds new ways of operating. The Future of B2B sales The Now phase is the immediate focus on workforce, customers, and suppliers. The Next phase will involve refocusing the sales strategy to cope with new threats and develop new opportunities. And the Never Normal phase will require planning for shifts in values, preferences, work behaviors and audiences. Today is that time to develop a plan for business transformation with new approaches to management, workforce deployment, customer engagement and leadership.

These sales insights for the years ahead to 2025 and even beyond will probably shape how sales organizations go about selling. Old sales strategies and sales tactics playbooks will be torn up as rapid innovation is changing how buyers buy. Technology and social media is opening up new ways of accessing information while disruption has engulfed nearly every salesperson. Unfortunately, many organizations have been slow to respond, preferring to rely on traditional sales strategies. One of the critical sales insights to accept is that B2B buyers are now being influenced in their buying behavior by their own experience as a consumer. Business challenges are often more about change management as the buying group can be inundated with choices and data. Plus, most decisions now have to consider the other business departments and stakeholders. These considerations are shaping the buyers journey alongside how they buy. The B2B buyer no longer just wants to buy products or solutio

Some sales tips for 2021 and beyond as we ponder some important questions.  It goes without saying that 2020 shook the sales world and a new reality was born.  No matter what happened in 2020, the continued rate of change is driving an increasingly competitive selling environment, lowering barriers to entry for companies and products. Add in the fact that expectations and preferences of customers continue to evolve. These forces are changing how businesses and salespeople operate, from selling tactics and business models to product offerings. In 2021 and beyond, salespeople with the right mix of technical and soft skills will become more important for business success. As the sales skill needs of business evolve, so too does the sales force. Our sales tips begin with sales expertise. The talent of the salesperson and the sales experience delivered will remain the top reason buyers choose a supplier. So, industry knowledge and a good cultural fit will take on a renewed si

Sales Strategy Template - The Digital Sales Institute : Sales strategy template with examples for creating a realistic sales strategy or sales plans to win more customers and profitable sales. A sales strategy template sounds like an activity only large companies would consider doing. The reality is very different as everyone in business, from a small business to entrepreneur and salespeople can benefit from understanding the workings of a solid sales strategy. The motivation or reasons to create a sales strategy template is that business success is tied to the ability of the enterprise to generate sales. The revenue and profits that are generated from the sales activity of the business is a direct result of the effectiveness of the sales strategy. Why create a sales strategy? The sales strategy template will outline the step-by-step plan for salespeople and the business to follow in order to sell their products or services, with the stated purpose of gen

Sales Performance Improvement : A Sales Performance Improvement plan can deliver higher sales results and prepare the sales teams for the next phase of expected sales growth. Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance.In fact sales teams that go through a sales performance improvementprogram outperform sales teams in companies that don’t. What is Sales Performance Improvement? Sales Performance Improvement or SPI forms part of the business sales strategy to guide sales people in improving their ability to sell. It focuses on educating and motivating the sales team to take ownership of their own goals, and to achieve these goals by following a set of sales effectiveness guidelines. Sales Performance Improvement should not be confused with sales training or incentives. Sales training and incentives that drive the correct sales behaviors and outcomes are imp

Sales Process Steps : Sales Process Steps Mapping out thesales process steps is secondary to knowing what a sales process is, when it comes to acquiring, developing and maintaining customers. In the digitally influenced sales process, the goal is no longer so focused so much on giving pitches and pricing, but to offer value propositions personalized to each client. The modern sales process is void of any unnecessary complexity or obstacles in customer interaction. Sales Process Steps The term “sales process” usually refers to the series of steps a business has mapped out that gives it the best possible outcome to generate revenue with both new and existing customers. It could form part of the bigger sales playbook. It is different from company to company depending on their industry and complexity or pricing of the product. In a practical level, the sales process steps act as a prescriptive guide for salespeople to follow when engaging in sales prospecting, business