BLOG ROUNDUP FROM THE SELLING POWER BLOG
Driving Exceptional B2B Sales Growth in an Uncertain Environment
CANDACE LUN PLOTKIN AND JENNIFER STANLEY PARTNERS
MCKINSEY & COMPANY
The whole world went online when the COVID-19 pandemic hit, compressing a decade’s worth of digital adoption into several months. Business meetings, classrooms, family get- togethers – anything previously done face-to-face was confined to digital interaction. B2B sales was no exception, and buyers and sellers alike quickly adapted to a hybrid model combining traditional and digital methods. Although a return to in-person busi- ness has more or less resumed, expectations among B2B buyers acclimated to remote engagement remain high, while sellers face the twin challenges of the “great resigna- tion” and a recessionary climate sending a chill through the global economy. In short, it’s a new sales era. Companies can still drive and achieve sustainable organic growth despite the uncer- tain economic environment by embracing these three maxims: Read More >
FROM THE SELLING POWER BLOG Two Key Shifts to Overcome Your Four Big Selling Problems
TOM STANFILL CEO
ASLAN TRAINING AND DEVELOPMENT
You don’t have 99 problems. You have four: Buyers are resistant. Reps aren’t engaged. Leaders aren’t coaching. Results are down. Those four realities impact every single one of you. Regardless of how intensely you’re experiencing them, they are there – and they are steadily deteriorating your effectiveness. What I propose is a giant mindset shift among executives, sales leaders, and reps. These shifts are anything but simple and they will require an all-in, measured approach. Often, they will require a complete transformation of your current systems and procedures. But remember: You are up against resistant buyers, disengaged reps, ineffective leaders, and fledgling results. You can’t stay where you are. You can’t keep doing what you’re doing. You have to change. And you have to start now. Read More >
FROM THE SELLING POWER BLOG
Customer Intelligence: Understanding Your Buyer Using Sales Intelligence
AISHA WHITE
CONTENT MARKETING MANAGER OWLER
Improving your sales process and better understanding your customers begins with gath- ering the correct information. Customer intelligence, which TechTarget defines as, “the process of collecting and an- alyzing detailed customer data from internal and external sources to gain insights about customer needs, motivations, and behaviors,” and sales intelligence, which Gartner says, “provides data insights into prospects and leads,” are two essential components of understanding your buyers. Get started researching your customers using tools that save you time while providing the company and contact data you need to reach your ideal customers. Read More >
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