Miller Heiman Group

DECEMBER 21, 2020

A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. Acknowledge changes in the buying/selling process. .

Virtual Selling 122

Virtual Selling Stakeholders Meetings Facilitation 122

CoSell

FEBRUARY 9, 2021

Yet, when you examine the causes and conditions, it makes perfect sense. Let's look at 3 big reasons why the next big thing in co-selling is optimism. Virtual selling and co-selling are creating an optimistic outlook. Lower The Cost Of Sale In sales, we're always looking at the profit and loss equation.

Virtual Selling 98

Virtual Selling Profitability Digitalization Innovation 98

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. Strategy First. Solving Complex Business Problems.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

CoSell

JANUARY 28, 2021

As you grab the reins for virtual selling, it’s good to know that digital selling the way to go. According to recent reports from McKinsey, virtual selling is the name of the game for B2B companies. Let’s look at how people around the world are responding to, adapting to, and embracing virtual selling.

Virtual Selling 72

Virtual Selling B2B Digitalization Sales 72

CoSell

JANUARY 19, 2021

Before we jump into the mindset of making warm introductions, let’s look at how to take action. You may know some of these from traditional marketing and virtual marketing. With their goals in mind, you know who is looking for specific services, has a budget, has decision-making power, and has a collaborative mindset.

Supply Chain 88

Supply Chain Virtual Selling Decision-making Meetings 88

Mike Kunkle

OCTOBER 24, 2021

To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year. Then you can build the playbooks and sales support content to help your reps sell to these buyers effectively. (For

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

CoSell

DECEMBER 22, 2020

Designing Your Successful Sales Process What makes a successful sales process—in simple terms? People will have questions, concerns, and objections about price, timing, selection, change, and decision-making. Making It Yours My hunch is you’re already grabbing a pen or rattling the keyboard, making notes.

Prioritization 85

Prioritization Sales Decision-making Virtual Selling 85