CoSell

FEBRUARY 9, 2021

With Co-Selling, the outlook for the future is optimistic. Many B2B leaders are expecting digital interactions from pandemic-induced changes to stick. In a recent McKinsey report, leaders agreed that by embracing virtual sales, their sales organizations have flourished. It's exactly what decision-makers prefer.

Virtual Selling 98

Virtual Selling Profitability Digitalization Innovation 98

Chally

MARCH 4, 2021

Research shows that 65% of business-to-business (B2B) salespeople report losing deals due to the onset of the pandemic[1]. Since the beginning of the pandemic, B2B sales opportunities have decreased 73%[2]; and closing sales opportunities has grown increasingly tough. Clients are also embracing virtual engagement with sellers.

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

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

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. Another rep might work in an office and sell virtually, without every leaving HQ. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

NOVEMBER 17, 2020

Offices have gone virtual. And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment. What changes can sales leaders think about making when they are planning for next year? Team enablement and inspiration.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Revenue Storm

DECEMBER 15, 2020

They have learned how to do their research and compile all the information they need to make their decision, how to get the help and support they might need both during and after the sale, and how to push the buy button. 65% believe the remote selling model is equally or more effective than pre-pandemic selling models.

Procurement 78

Procurement Value Proposition B2B Decision-making 78

Arpedio

MAY 30, 2022

Here’s what you need to be aware of right now if you are operating within Strategic Account Management and Account Based Selling : SAMA Conference Attendee Takeaways. With the rise of virtual selling comes the rise of omnichannel. Excerpt from the McKinsey 2021 B2B Pulse Survey. Takeaway #2 - We are Storytellers.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

SBI

AUGUST 17, 2021

That’s more important than ever in today’s virtual selling world, where sales reps can no longer rely on personal charm and the occasional golf game. Q: What steps can Sales leaders take to best facilitate their prospects’ decision-making given that interactions are likely remote? Make time for user training.

Account Management 58

Account Management Sales Facilitation CRM 58

Showpad

JUNE 14, 2021

With a restarting economy, many B2B go-to-market teams are at risk of being left behind as competitors lean in strongly to digitally transformative selling and buying strategies. Old school personal relationship selling no longer works. Reducing friction is key to modern selling. How have buyers changed?

Meetings 59

Meetings B2C Stakeholders B2B 59

Zendesk

JUNE 28, 2022

Companies willing to invest in sales training are 57 percent more effective than rival companies that make no such investments. Companies willing to invest in sales training are 57% more effective than rival companies that make no such investments. MEDDIC Academy aims to make enterprise sales easy. B2B sales training.

Sales Training 52

Sales Training B2B Sales Profitability 52

PandaDoc

OCTOBER 3, 2023

There are significant reasons why today’s fast-changing sales environment is making your job more difficult, including skyrocketing buyer expectations forcing sales reps to become trusted advisors, a switch from reactive adaptation to proactive prediction strategy, and widespread adoption of low-performing yet less risky sales techniques.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

Zendesk

SEPTEMBER 28, 2021

Curiosity also shows leads that you’re interested in solving their problems—not just making a sale. Ethical selling ensures both parties win: You make a sale, and the buyer receives a product or service that actually helps them reach their business goals. A critical part of selling is listening more than you speak.

Sales 52

Sales Decision-making Virtual Selling Communication 52

Nutshell

APRIL 28, 2020

If you’re a salesperson, this working arrangement has probably been a tough transition—making sales calls from your kitchen table while the kids fight over the remote in the living room isn’t what we’d call an ideal work environment. The Sell to Win Playbook collects 55 of the best expert sales tips we’ve ever published.

Remote Working 121

Remote Working Sales Software Software 121

SBI

MARCH 1, 2021

Remote selling is clearly less personal and less engaging, and as some things about the sales process become more asynchronous and self-service from a buyer viewpoint, it means the pressure to make the most of a live interaction with a customer is immense. Will they make the most of this opportunity? That’s StorySlab.

Manufacturing 37

Manufacturing Decision-making Meetings Digitalization 37

SmartKarrot

JUNE 14, 2023

This shift has required sales teams to adjust their processes and strategies to accommodate the new reality of virtual selling. AI for Sales: The Future of Selling The use of AI in sales has been on the rise for several years, and for good reason.

Remote Working 10

Remote Working Virtual Selling Sales Decision-making 10