sales management
The inside sales evolution - managing complex deals in a remote sales world
The classic face-to-face meeting is becoming less and less common these days. You must, as an organization, be equipped to navigate b2b deals in an increasingly remote sales environment. Can your field sales excel when they're moved off the road? Can your inside sales people manage the transition from a transactional to complex sales logic?
What makes a good B2B sales person?
In many parts of the world, sales people have a bad reputation. They are often described as liars who trick people into buying things they don’t need, or painted as ultra-competitive mercenaries willing to do anything to reach their goals. When people are asked how they came to this conclusion, you’ll hear stories about used car sales men, or aggressive telemarketers interrupting family dinners. Such experiences give the sales profession a poor reputation.
B2B sales = change management
Working with complex b2b sales is really about change management. You are helping people make the improvements needed to move their business in a positive direction. However, in order to improve, they will need to change how they do things and you are interrupting their status quo. The more risky and cumbersome they perceive this change to be, the more complex the deal becomes.
Efficiency, effectiveness and the role of CRM
Quick – what’s the difference between efficiency and effectiveness? Don’t worry, these two words can confuse us. Efficiency measures how fast you do something, while effectiveness tells you how useful your efforts are towards reaching an intended end result.
Pass the baton, not the blame
Ever heard of sales and marketing not getting along? You’re not alone. Aligning marketing and b2b sales has quickly become a top priority for companies around the world. What’s the perceived problem, in 50 words or less?
The journey to B2B sales excellence
Welcome! This blog is intended to share thoughts on how to elevate the sales profession – specifically within complex b2b sales. Our goal is to be a catalyst on the journey to b2b sales excellence.
