adambaetu

/Adam Baetu

About Adam Baetu

This author has not yet filled in any details.
So far Adam Baetu has created 246 blog entries.
16 04, 2019

Sales enablement: why it matters, and how to get started

By |2019-04-16T10:31:36+00:00April 16th, 2019|Guest Posts, Showpad|0 Comments

There are currently more than 350 vacancies in the UK listed on job search website Indeed with ‘sales enablement’ in the role title or description. This number will no doubt rise as the kind of relationship B2B buyers want to have with vendors continues to evolve. A relatively new discipline, sales enablement is fundamentally about equipping teams with the tools, content, knowledge and skills they need to build engagement with buyers, [...]

10 04, 2019

What is Buyer Enablement?

By |2019-04-10T06:52:43+00:00April 10th, 2019|Boxxstep, Guest Posts|0 Comments

Sales Enablement is one of the most commonly used terms in B2B sales today as companies focus on what training, methodologies, processes, metrics, tools, information and content can be utilised to positively impact the performance of sales individuals and teams. Everything is about helping sellers to sell. You've got all of these great tools and processes designed to help you prospect, communicate, manage the funnel and close deals. But they're all [...]

4 04, 2019

Are you the Big ‘I am’?

By |2019-04-04T06:35:27+00:00April 4th, 2019|Thought Leadership|Comments Off on Are you the Big ‘I am’?

You must put your ego aside and show humility to optimise your sales, from the Latin personal pronoun, usually describes one’s self-awareness. Ego is often considered (especially in psychology) to be the foundation of personality, and sometimes (notably in spirituality) as an obstacle to personal development. Here, I will discuss Ego from the second perspective, distinguishing it with a capital E and referring to what one commonly calls “a big Ego”. [...]

4 04, 2019

A Question of Culture

By |2019-04-04T06:37:15+00:00April 4th, 2019|Thought Leadership|Comments Off on A Question of Culture

John Lynch says understanding foreign cultures is vital to success in export sales No matter what business you’re in, don’t expect to sail into new export markets and make sales effortlessly. Research and preparation for each market are vital, not least when it comes to understanding linguistic and cultural differences. My experience of the Middle East illustrates the point. Maybe after tomorrow When I first went to the Middle East in [...]

4 04, 2019

Presentations – Check your Tech

By |2019-04-04T06:37:32+00:00April 4th, 2019|Thought Leadership|Comments Off on Presentations – Check your Tech

There’s very little that undermines a sales presentation more than seeing the presenter struggle with their technology. Whether it’s reasonable or not, your prospects conflate your struggle to make your presentation work with you struggling to create your widgets or make your deliveries on time. Here are a few tips to make sure that things go to plan. I’m willing to bet you already know most of these, but don’t always [...]

4 04, 2019

People still buy from people: The fundamental importance of building relationships when selling

By |2019-04-04T06:37:46+00:00April 4th, 2019|Thought Leadership|Comments Off on People still buy from people: The fundamental importance of building relationships when selling

I can still remember the salesman called Neil who sold me my first car. I was a nervous 18-year-old, and Neil spent a lot of time with me running through all of my available options. He took even more care explaining finance packages to me, at a time in my life when I cared more for chasing girls than worrying about the latest interest rates. Eventually, with Neil’s guidance, I chose [...]

4 04, 2019

How can salespeople respond to the rise of the professional buyer?

By |2019-04-04T06:37:55+00:00April 4th, 2019|Thought Leadership|Comments Off on How can salespeople respond to the rise of the professional buyer?

Salespeople used to hold all the cards – they knew more about their product and service than the buyer. This allowed them to control the selling process and use well-honed selling skills to persuade, influence and close deals. Whatever market sector you are in when selling, no one can have escaped the fact that the buying process has changed. Salespeople have traditionally sold to “user-buyers” – those responsible for the day-to-day [...]

4 04, 2019

Putting Prospects on the Map

By |2019-04-04T06:38:04+00:00April 4th, 2019|Thought Leadership|Comments Off on Putting Prospects on the Map

If you want to get to a destination in a direct and logical way, you need a map. Similarly, if you want to reach a revenue goal in your business, you need to map out your sales process. Creating a sales map helps you to look at different approaches, identify opportunities and interpret the prospect’s experience at each part of your sales process. You can then identify and address the problem [...]

4 04, 2019

5 five common errors Salespeople make

By |2019-04-04T06:38:12+00:00April 4th, 2019|Thought Leadership|Comments Off on 5 five common errors Salespeople make

A significant issue facing companies of all shapes, sizes, and turnovers is that – in terms of revenue – a fraction of the salesforce ends up doing most of the heavy lifting. In fact, 67% of the average sales team will fail to meet their quota, while 8% will be responsible for 80% of the company’s sales. What makes that 8% so successful? It’s not that they’re born superstars and it [...]

4 04, 2019

How to Stay Cool and Sell Under Pressure

By |2019-04-04T06:38:20+00:00April 4th, 2019|Thought Leadership|Comments Off on How to Stay Cool and Sell Under Pressure

Stressed sales professionals can raise their ‘Melting Point’ to succeed How busy are you? Take a moment to consider that question fully. I suspect you are very busy, and not simply with the pressures of a challenging sales role. I’m sure you are also trying to achieve satisfactory integration of your work and home life to maximise your own and your family’s happiness. I guess you’re putting in long hours, continually [...]