Are sales organizations less relevant in an era when buyers rely on technology and their own networks to make purchase decisions? We’re seeing plenty of doom and gloom about the future of work, specifically sales. Forrester forecasts that in the US alone, 1 million B2B salespeople will lose their jobs to self-service eCommerce by 2020. That’s 20% of the B2B sales force, gone, three years from now. Download and Read [...]
Sadly, the failure rate for small businesses has been found to be as high as 50% by year five, rising to 70% by year ten. A few years ago the government commissioned a report from Lord Young to find out why – and he identified talent retention (or lack of it) as one of the main causes. Download and Read the Full Article Here
If you think social media is all about viral videos of cute animals and gossiping about the latest reality TV star, think again. Social media is increasingly a tool that can help sales and marketing professionals pursue new clients, offering them meaningful, relevant insights to improve their businesses. Download and Read the Full Article Here
The 2015 report, “Death of a (B2B) Salesman,” by Andy Hoar, VP and Senior Analyst – Forrester Research, projected that 1 million sales reps, or 22% of the 4.5 million B2B sales agents in the United States, would lose their jobs by 2020. Download and Read the Full Article Here
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 [...]
There is lots of talk today about cloud computing being used for enhancing the performance for retailers’ websites, and the cloud vendors – Google, Microsoft and Amazon Web Services – are all spending a lot of time and money getting retailers excited about the new tech. But what is the low-hanging fruit that retailers should be plucking to reap the benefits of cloud computing? Read more here: https://www.thedrum.com/opinion/2019/07/29/why-retailers-need-embrace-cloud-computing-growing-sales
No doubt you can find information on how to set up any social media network out there. But here are a few things you’ll want to do no matter what platform(s) you choose to market your business on. Read more here: https://www.entrepreneur.com/article/333599
Did you know that only one percent of cold calls even lead to an appointment, according to a popularly cited study by Baylor University's Keller Center for Research? The problem with cold calling is that it lacks a personal touch. Most of the time, the sales rep doesn’t offer anything the customer wants, because they don’t know what they want. Read more here: https://www.entrepreneur.com/article/337870
Technology has totally disrupted the day-to-day life of a salesperson. However, it has not changed the fundamentals of sales: authenticity and relationship building. Sales will always be about the human touch. Read more here: https://www.raconteur.net/hr/how-sales-organisations-should-deal-with-the-tech-revolution
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 has implications for sales professionals. Read more here: https://www.raconteur.net/hr/a-changing-sales-world
