In the final post of our digitally enabled sales rep series, we address a newer phenomenon in sales, the rise of consensus buying and how reps can effectively navigate these buyer groups. Not so long ago, selling was straight-forward (not easy, but straight-forward). The process went something like this: map the organization, find the guy […]
In part 5 of the Digitally Enabled Sales Rep series, we’re discussing what has become the new currency in sales: content. Buyers are using content to support their decision making and to understand their options. In fact, 67% of the buying journey is complete before engaging with sales. Sales reps who can get ahead of […]
Marketers are reaping the benefits of scaling marketing automation to their businesses. What’s not to love about a class of technology that can automate and measure your program’s success for you in real-time? For those rookies who have not tapped into the benefits of marketing automation, you could be striking out of increasing your organization’s […]
Continuing with our Digitally Enabled Sales Rep series, today we’re discussing predictive analytics and lead scoring. Today’s seller is able to target and reach out to far more prospects than ever in the past. Tools like LinkedIn have created the ability to dig into any account to identify and reach out to almost all potential […]
The digitally powered sales rep has never had more data and information on their prospects than they do today. With the social web, internet research, just-in-time financial data, buyer intent data, and other available sources, reps can profile their territory like never before. However, most reps lack the ability to navigate these data and the […]
Getting your customers to love you is not too dissimilar from keeping the attention of a love interest. In both scenarios you’re dealing with individuals that have unique idiosyncrasies, perspectives, interests, values, and shifting emotional states. These realities explain why there isn’t a “by-the-numbers” approach to win the hearts and minds of those who patronize […]
Last week, we kicked off our series on the digitally enabled sales rep. Now, we’re discussing three key technologies sales reps must use in today’s selling environment. These technologies – predictive analytics, digital content, and social selling – are real game changers if used correctly. Predictive analytics This term is a major buzzword these days, […]
In our previous post we discussed the evolution of traditional technology providers into solution companies and the further shift to cloud/SaaS models. This change has massively affected companies’ go-to-market and emphasized the need for continual customer engagement. Sales cycles are becoming 12-month loops versus 3-4 year renewals. The move to an always-on selling model creates […]
Sales has changed. Because customers have changed. Customers have moved more of their buying decisions online and are less likely to respond to some of the traditional sales tactics that worked in the past. This has led to an explosion of data and technology that has fundamentally changed how we sell. The productivity opportunity for […]
We often hear marketers use the terms ‘demand generation’ and ‘lead generation’ interchangeably. It makes sense at a high level: both activities are performed with the goal of driving new leads. However, there are distinct differences between the two. In the simplest of terms, lead generation is just one type of demand generation. While the […]
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