BLOG ROUNDUP FROM THE SELLING POWER BLOG Critical Skills and Habits You Need to Succeed in the AI Era ILAN KASAN
CO-FOUNDER & CEO
EXCEED.AI
To succeed in the 1950s, salespeople needed a handful of critical skills: connecting with po- tential customers, listening to their needs, and forming a strong relationship based on trust. Then came the 1980s and 1990s, and things changed. Suddenly, salespeople needed to learn how to crunch numbers and work with CRM systems. Administrative skills be- came a core part of their job. They became documenters and technologists in addition to relationship builders. Now, we’re entering the AI era, and everyone is quaking in their boots that their job might be overtaken by an AI entity. We’re not nervous, because we view this new era differently. We welcome it. We even celebrate it. Read More >
FROM THE SELLING POWER BLOG Want to Know How to Build a Quality Sales Pipeline?
If you want to build a quality sales pipeline, stop asking marketing for leads. Instead, start asking for opportunities.
JEFF DAVIS
EXECUTIVE DIRECTOR THEALIGNMENTPODCAST. COM
Simply asking marketing for more leads assumes that the traditional linear sales funnel is how today’s B2B buyers make buying decisions. It is not. The B2B buying journey has become more complex due to digital transformation. In fact, an estimated 60 percent of B2B deals lost end in “no deal.” Thus, we’re not being outsold by competitors; we just aren’t helping the buyer navigate the decision making process adequately. Today’s buyer is very connected, with nearly unlimited access to information. They op- erate within buying groups with, on average, seven stakeholders – all with different (and sometimes competing) priorities. Nothing gets sold until that buying group can reach a consensus. Read More >
FROM THE SELLING POWER BLOG Managing Sales in a Rapid Growth Environment
NORMAN BEHAR CHAIRMAN & MANAG- ING DIRECTOR SALES READINESS GROUP
Did you know a typical sales professional may rely on six or more cloud software applica- tions (i.e., the sales stack) daily? Think of how many of the following you use all the time: • Email (e.g., Outlook, Gmail) • Business applications (e.g., Word, Excel, PowerPoint) • CRM (e.g., Salesforce, Microsoft Dynamics) • Sales engagement (e.g., Outreach, SalesLoft) • Virtual meetings (e.g., Zoom, Skype, GoToMeeting) • Team messaging (e.g., Slack, Chatter) Most of us working in sales can’t function properly without many of these cloud soft-
ware solutions. That’s why so many SaaS companies have sky-high valuations and aggres- sive growth rates to maintain them. Read More >
12 | AUGUST 2019 SELLING POWER © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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