The digitally powered sales rep has never had more data and information on their prospects than they do today. With the social web, internet research, just-in-time financial data, buyer intent data, and other available sources, reps can profile their territory like never before. However, most reps lack the ability to navigate these data and the […]
Getting your customers to love you is not too dissimilar from keeping the attention of a love interest. In both scenarios you’re dealing with individuals that have unique idiosyncrasies, perspectives, interests, values, and shifting emotional states. These realities explain why there isn’t a “by-the-numbers” approach to win the hearts and minds of those who patronize […]
Last week, we kicked off our series on the digitally enabled sales rep. Now, we’re discussing three key technologies sales reps must use in today’s selling environment. These technologies – predictive analytics, digital content, and social selling – are real game changers if used correctly. Predictive analytics This term is a major buzzword these days, […]
In our previous post we discussed the evolution of traditional technology providers into solution companies and the further shift to cloud/SaaS models. This change has massively affected companies’ go-to-market and emphasized the need for continual customer engagement. Sales cycles are becoming 12-month loops versus 3-4 year renewals. The move to an always-on selling model creates […]
Sales has changed. Because customers have changed. Customers have moved more of their buying decisions online and are less likely to respond to some of the traditional sales tactics that worked in the past. This has led to an explosion of data and technology that has fundamentally changed how we sell. The productivity opportunity for […]
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