Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Reengineering Sales Performance. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

NOVEMBER 17, 2020

Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. Offices have gone virtual. What changes can sales leaders think about making when they are planning for next year? Sales leaders, let’s dive in.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

RAIN Group

FEBRUARY 24, 2021

How do buyers make purchase decisions? Are there things you, as a seller, can do to influence their decisions? As the world transitioned to virtual selling in 2020, we wanted to know how this was impacting buyers and sellers alike. We asked buyers what influences their decisions the most when buying virtually.

Virtual Selling 97

Virtual Selling Decision-making Sales 97

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

RAIN Group

MARCH 31, 2021

Developing relationships, collaborating online, leading virtual sales conversations, gaining and keeping attention, leveraging technology, making the ROI case, delivering value—these are hard to do regardless of the sales and economic environment. What influences buyers’ purchase decisions when buying virtually?

Virtual Selling 52

Virtual Selling Decision-making Sales 52

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

FEBRUARY 9, 2021

In a recent McKinsey report, leaders agreed that by embracing virtual sales, their sales organizations have flourished. 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. It's exactly what decision-makers prefer.

Virtual Selling 98

Virtual Selling Profitability Digitalization Innovation 98

Revenue Storm

JANUARY 12, 2021

So, I thought we could look at 2020 and consider four practical sales habits we, as sales professionals, could implement in 2021 to take ownership of and accelerate our path to success. Get Good at Virtual Selling. Virtual selling is going to be here for a long time to come.

Virtual Selling 78

Virtual Selling Value Proposition Sales Communication 78

Showpad

JUNE 6, 2022

Meet Tricia Westfall, a Senior Manager for the Sales Capability Planning & Enablement team at Kaiser Permanente. In this interview, she shares how she and her team are adding value during virtual conversations with customers—and how they’re partnering with marketing to build curated content experiences. Can you share an example?

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This conversation about sales and entrepreneurship is both educational and inspirational. Sales and the things that we do in sales matter, wherever we are in life.

Virtual Selling 98

Virtual Selling Decision-making Digitalization Construction 98

Miller Heiman Group

MARCH 25, 2020

Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? Sales organizations must take a critical first step in crisis management and help sellers figure out how to shrink the gap between themselves and buyers. Nearly two-thirds of sales positions are field-based.

Sales 80

Sales Virtual Selling Decision-making Meetings 80

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. Quality Is Key You know this from life, marketing, and of course, sales. Expand Value Remember the value principle from sales? Let’s dive in.

Supply Chain 88

Supply Chain Virtual Selling Decision-making Meetings 88

RAIN Group

DECEMBER 18, 2024

Gain valuable insights into successful sales practices with RAIN Group's collection of 114 sales statistics. The sales world is in constant flux. With longer buying cycles, the rise of AI, and the shift to virtual selling, its tougher than ever to know whats working.

Virtual Selling 52

Virtual Selling Sales Decision-making 52

CoSell

DECEMBER 22, 2020

In sales, we’re all on common ground. By building a scalable, winning sales process. By building a scalable, winning sales process. This gem is what my friend Steve, * a salt of the earth sales consultant, likes to call, the “IT”. As you’re an experienced sales professional, I bet you’ve done this. Not just once.

Prioritization 85

Prioritization Sales Decision-making Virtual Selling 85

Miller Heiman Group

OCTOBER 6, 2020

Most direct sales reps have been sidelined from visiting their clients, and video calls have become the norm. Re-committing your teams and self to the basics of sales efficiency and effectiveness will help you realize your current milestones and better position for a fast start next year. Key Fact: Decision-making process.

Supply Chain 109

Supply Chain Prioritization Virtual Selling Decision-making 109

MTD Sales Training

APRIL 7, 2020

You know, no-one could have predicted the current situation the world is in, and the effect on the sales world has been nothing short of catastrophic. The majority of our sales are face-to-face. How can we quickly adjust to selling in this digital world? Think of remote selling as sales on a different plane to face-to-face.

Decision-making 84

Decision-making Digitalization Virtual Selling Sales Training 84

Miller Heiman Group

JUNE 4, 2020

Over the last five years, sales organizations have hit their revenue targets, even though individual sellers’ metrics declined. Our 2019 World-Class Sales Practices Study showed that lead conversion and quota attainment were both down by double digits (13% and 10%, respectively). What Is Perspective?

Supply Chain 84

Supply Chain Decision-making Digital Transformation Virtual Selling 84

Revenue Storm

DECEMBER 15, 2020

One that I believe will act to change enterprise sales forever. They have become accustomed to buying almost everything virtually. The COVID-19 crisis has accelerated that trend, and companies are racing to automate and virtualize almost everything to respond to the new market dynamics. What strategies have they employed?

Value Proposition 78

Value Proposition Procurement B2B Sales 78

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Sales 58

Sales Account Management Facilitation CRM 58

Brooks Group

JULY 11, 2022

Sales is all about relationships. Whether you are selling to a customer in person or over the phone, the ability to build a relationship is key to success. However, when you are selling virtual products or services, this becomes even more important. Virtual sales is all about communication.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Brooks Group

JULY 14, 2023

In a rapidly changing world, the success of your business may depend on one key factor: how effective the company’s sales leaders are. Good sales leaders (vice presidents of sales) are simply more effective. Sales leaders are no exception. Every sales professional knows that a good attitude can get you far.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

Chally

MARCH 4, 2021

The past year has presented sales leaders with unprecedented challenges. Since the beginning of the pandemic, B2B sales opportunities have decreased 73%[2]; and closing sales opportunities has grown increasingly tough. A tough market climate is not the only challenge sales leaders are facing.

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

SBI

MARCH 18, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Virtual Selling 65

Virtual Selling Onboarding Negotiation Decision-making 65

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. People will not be making big decisions that will affect their current cashflow or investment.

Meetings 62

Meetings Virtual Selling Decision-making Software 62

Zendesk

SEPTEMBER 28, 2021

The pressure is on as a sales professional. You must keep up with constant changes in buyer behavior while connecting with potential customers, nurturing leads, and closing deals—all in hopes of hitting your sales targets. If you want to learn how to be a better sales rep, start by mastering these essential selling skills.

Sales 52

Sales Decision-making Virtual Selling Communication 52

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. As AI evolves, sales processes will become more predictive and proactive.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Chally

MARCH 18, 2021

Hiring in the New Normal – identifying sales candidates who will thrive through changing sales approaches and structures. Finding the right sales candidates who can sell successfully has always been tough. Getting the hiring decision right is essential for success on the job. years [vii].

Onboarding 52

Onboarding Decision-making Virtual Selling Sales Leadership 52

Zendesk

JUNE 28, 2022

The same is true in sales. While some sales reps may come in with sharper instincts or more charisma than others, we know there are still dozens of techniques and tactics that can be taught to foster a more successful all-around sales rep—and the data backs it. Enterprise sales training. Sandler Training.

Sales Training 52

Sales Training B2B Sales Profitability 52

Arpedio

MAY 30, 2022

But what happens when that many sales leaders gather in New Orleans? With the rise of virtual selling comes the rise of omnichannel. digital advertising, social media, email, phone, in-person) and found that a multi-channel approach increased sales effectiveness by 10% from 2020 to 2021. Or re-read a book? Ned Gilbert.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Showpad

JUNE 14, 2021

They are more informed than ever and have higher expectations of sales interactions; returning to the old normal is not an option. 70% of B2B decision-makers say they are open to making new purchases over $50,000 in a fully self-serve or remote fashion, and 27% would spend more than $500,000.*. How have buyers changed?

Meetings 59

Meetings B2C Stakeholders B2B 59

SBI

FEBRUARY 16, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enable remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? That’s not an option anymore.

Sales Training 45

Sales Training Virtual Selling Decision-making Digitalization 45

SBI

MARCH 1, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? That has all been upended now.

Manufacturing 37

Manufacturing Decision-making Meetings Onboarding 37

Zendesk

SEPTEMBER 20, 2021

Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. A McKinsey survey conducted in the wake of Covid-19 found that over 75 percent of buyers and sellers alike now prefer virtual sales meetings over face-to-face interactions.

Virtual Selling 96

Virtual Selling Sales Decision-making Meetings 96

SmartKarrot

JUNE 14, 2023

As a sales leader in the SaaS business, the importance of keeping up with the latest technological advancements in the industry is critical. This shift has required sales teams to adjust their processes and strategies to accommodate the new reality of virtual selling.

Remote Working 10

Remote Working Virtual Selling Sales Decision-making 10

Showpad

NOVEMBER 12, 2020

In fact, only 26% of buyers believe sellers are skilled at leading a thorough needs discovery virtually. Furthermore, 71% of buyers say a seller’s ability to uncover their wants, needs and desires highly influences their purchase decisions. Uncovering your buyers’ Afflictions is a crucial step in the sales process.

Virtual Selling 116

Virtual Selling Meetings Sales Training Decision-making 116

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. 6 Sales Trends That Could Fizzle This Year 1. Prioritizing virtual selling.

Virtual Selling 111

Virtual Selling Media Sales Decision-making 111