According to a recent survey of 120 B2B e-commerce professionals, 80 percent of respondents either agreed or strongly agreed that their customers’ expectations followed B2C shopper practices. For this reason, amongst many others, it’s important that your B2B e-commerce site follows the best...
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In this final installment of our five-part series about troublesome sales management trends, we look at the constant demand on a sales manager’s time. Sales managers are in demand by sales reps who want them to solve their problems. They’re in demand by their sales reps’ customers who want to shake...
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Pack the lunch boxes. Buy the latest school supplies. Set the carpool calendar today. Students across the country are in line for back-to-school haircuts. Yes, that time of the year is here; it’s creeped on us faster than a four-seam fastball. Out-Of-Office (OOO) replies seem to dwindle down...
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If you’ve had a conversation about sales enablement lately, chances are the word “content” has come up. In fact, it’s probably come up a lot.
And rightly so. While there are many definitions of sales enablement floating around, it ultimately comes down to one thing: providing reps with the...
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It’s hard to believe that 2015 is already more than halfway over. In just a few weeks’ time, we’ll be elbow deep in Q4, which is why it’s so important to prepare for the upcoming quarter now rather than wait until the last minute and wind up stressing rather than enjoying the holidays. The good...
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The best sales teams are those that know how to influence people. But while certain salespeople have an innate understanding of the skills necessary to persuade potential buyers, there are others who need development in those areas. The good news is that with a basic understanding of certain...
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We’ve all seen that the Internet has forced sales people to approach potential buyers in a more thoughtful, personalized and intelligent manner. They must provide value beyond just what buyers could find online. They need to know everything about the customer’s industry, their specific business...
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If you’ve ever attended a sales meeting, there is a good chance that you have seen bored, disinterested, or even resistant sales reps. The fact is, sales meetings often are boring because of their very nature: a sales manager and a team of reps going over prospect lists and how many deals they...
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Every sales leader wants a productive, efficient, and effective sales team that can hit quota. And in today's competitive business environment, sales teams are increasingly chasing more aggressive goals with greater pressure to over-achieve. But what does a high-performing sales culture look like...
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