"Engaging people is about meeting their needs, not yours."
- AROUND THE WEB -
<< If you only read one thing >>
Should You Have a Sales Enablement Department?–LinkedIn
It’s clearer than ever that sales enablement, which we define as “the process of providing the people in your sales organization with information and tools they need to sell more effectively,” is becoming a vital component in any B2B sales strategy. For companies large and small, across all industries, it is essential to implement technologies and collaborative resources that can make teams more efficient and effective.
Adoption of sales enablement solutions has been strikingly swift. The latest CSO Insights Sales Operations Optimization Study found that 59.2% of companies now have a formal sales enablement person, program, or function in place, compared to just 19.2% in 2013. Falling behind on sales enablement means falling behind the pack. There’s no question that it should be an ongoing organizational priority.>>>READ MORE
The "Just email me something" Sales Objection–Sales Buzz
If you are hearing “just email me something” on a regular basis, your sales process is causing that to happen. Having a snarky response prepared means you aren’t fixing the real problem.To most salespeople, this is the sales process (or very close to it) that they use and were taught day 1 on the job.
The real danger zone for salespeople is they think of getting “just email me some information” is part of the process. It’s Not. Or at least it doesn’t have to be.>>> READ MORE
The New Face-to-Face: Strengthening Existing & New Relationships Without Events–HubSpot
The world is struggling with unprecedented new challenges. No industry has been untouched, and for B2B salespeople it’s becoming increasingly difficult to connect with prospects.
As the nature of work shifts, economic repercussions impact businesses, and large gatherings of people are limited, salespeople must find new avenues for building genuine relationships. The good news? If you can learn how to not only survive but thrive during these times, then you’ll be in a better position for future business.
Here’s top advice from HubSpot to lead you in the right direction.>>> READ MORE
5 Tactics to Create Accountability for Remote Sales Teams–Sales Hacker
Well before the age of coronavirus — it seems like a lifetime ago, doesn’t it? — we were seeing a steady, rapid increase in sales teams who were transitioning to remote work.
And for good reason: It can benefit everyone. Employees, especially millennials, appreciate the flexibility to work from anywhere, and sales orgs open themselves up to a much larger pool of talent when they’re not limited to hiring locally.
But sales teams face unique challenges when they go remote — even when they’ve had plenty of time to plan for the transition. It’s always a challenge, for example, to put the right tools in place and hire people who can handle a certain level of independence.>>> READ MORE
- DON'T MISS -
This Week on The Center For Sales Strategy's Blog: