19 08, 2019

Why sales tech alone won’t solve your problems

By |2019-08-19T05:43:06+00:00August 19th, 2019|Partner Content, Raconteur|0 Comments

Unless your business has digital culture at its core, sales technologies will never be used to their full potential Finbarr Toesland Disruptive sales enablement technologies are fundamentally changing the sales funnel. Putting the consumer at the centre of the sales process is the clear advantage offered by these innovative tools, but smart technologies don’t exist in a vacuum and will often require an enterprise to embrace a digitally led culture to [...]

14 08, 2019

The seller is no longer a supplier of facts

By |2019-08-14T04:33:40+00:00August 14th, 2019|Partner Content, Raconteur|0 Comments

OPINION The seller is no longer a supplier of facts, but a diagnoser of issues and a recommender of solutions It is clear the world of selling is changing. It is easy enough to simply declare that fact. But what is really driving the changes and what do these changes mean to people who sell and those who lead sales organisations? Here are four main drivers for change, each of which [...]

13 08, 2019

Is marketing morphing into sales?

By |2019-08-13T05:52:59+00:00August 13th, 2019|Partner Content, Raconteur|0 Comments

Salespeople are increasingly reaching out to prospects and acting as the first touch point for brands, while marketers are making an impact on the buyer's journey as a sales enabler Nicola Smith According to Brent Adamson, distinguished vice president at Gartner: “Traditionally, business-to-business (B2B) sales and marketing have been set up in a ‘serial’ manner: first the marketing, then the sales. “First engage customers through digital, then engage through in-person sellers. Everything is [...]

12 08, 2019

Design Thinking

By |2019-08-12T05:13:19+00:00August 12th, 2019|Partner Content, Raconteur|0 Comments

Is design thinking the next big thing?  Originally a way to brainstorm creative challenges, the philosophy of design thinking has a new home in sales departments Charles Orton-Jones It can be exhausting to keep up with fads in management thinking. Remember theory Z, which promoted a Japanese-style approach to motivation? Or how about one-minute management? At least that had the allure of being brief. Now there’s a new one. Design thinking [...]

12 11, 2018

Q&A: Sales focus brings welcome cheer to brewing industry

By |2019-08-12T05:04:04+00:00November 12th, 2018|Partner Content, Raconteur|0 Comments

The brewing industry has faced tough times with pub closures and changes in consumer tastes, so Adnams promoted its sales director Andy Wood to lead a major company transition You joined the Adnams board in 2000 as its sales and marketing director. Where did you sit in the pecking order? I was the new person; there’s no doubt about that. I was embraced and had the benefit of watching more experienced people [...]

23 10, 2018

RFID technology is boosting sales and customer engagement for retailers

By |2019-08-12T05:04:23+00:00October 23rd, 2018|Partner Content, Raconteur|0 Comments

The technology is not new, but radio-frequency identification is the latest thing to hit the shelves Fashion retailer River Island is attaching radio-frequency identification (RFID) tags to every item of clothing it stocks. The tags enable a store’s staff to identify all items of clothing on the shop’s shelves and racks, and in stockrooms and fitting rooms, using a remote RFID reader. Just switch on the reader and it sends out radio waves which [...]

17 10, 2018

Putting sales at the heart of strategy

By |2019-08-12T05:04:39+00:00October 17th, 2018|Partner Content, Raconteur|0 Comments

Putting sales at the heart of strategy Ascending with the pivotal importance of customer data, sales teams are increasingly calling the shots in the boardroom In the 1980s, finance was sexy. High-rolling City beasts like Peter de Savary and Tiny Rowland thrilled the public with galactic deals, stock market launches and leveraged buy-outs. Ambitious kids wore pinstriped suits and slicked their hair back like a wannabe from the movie Wall Street. In [...]

26 09, 2018

How artificial intelligence will transform sales

By |2019-08-12T05:04:55+00:00September 26th, 2018|Partner Content, Raconteur|0 Comments

Looking after today may not always take care of tomorrow’s business needs based on technological innovation and a data-literate workforce Artificial intelligence is set to revolutionise the sales process, augmenting the essential human touch Of all corporate functions, sales by its very nature is surely the most people-focused. While it may no longer involve quite as much face-to-face interaction as it once did, selling has remained emphatically a job for people [...]

6 09, 2018

Driving sales with tech and data skills

By |2019-08-12T05:05:17+00:00September 6th, 2018|Partner Content, Raconteur|0 Comments

Looking after today may not always take care of tomorrow’s business needs based on technological innovation and a data-literate workforce Successful digital-age organisations and business leaders adroitly hit a strategic sweet spot: they sustain a strong company performance in the present while having the agility to focus on long-term development and sales goals. Sales are integral to sustainable growth strategies, but it is hard to keep one eye on the present with [...]

29 08, 2018

Debunking the sales ‘boys’ club’

By |2019-08-12T05:05:31+00:00August 29th, 2018|Partner Content, Raconteur|0 Comments

Attracting women into sales is a challenge being addressed by notable individuals and firms, but sales remains a male-dominated profession It’s an all too familiar picture. “I’ve literally lost count of the number of times I’ve been the only female on my team,” says Val Agnew, global account director at Verizon Enterprise Solutions, who was formerly a regional and global sales manager with BT. Read the rest of this post here >> https://www.raconteur.net/hr/debunking-the-sales-boysclub [...]