Share this article Facebook Twitter LinkedIn The Ultimate Challenge: Mastering B2B Sales in a Competitive World B2B sales is not for the faint of heart. It’s a high-stakes game with no room for complacency. In the world of B2B sales, sales professionals often find themselves caught between the demands of their clients and the expectations […]
The environment in which we grow undoubtedly shapes us. Time and again we hear and see the old adage it’s not like that here. We do things like that here. A job for life! Work hard you’ll get paid more!
But likewise working with the more modern sales teams and future managers and leaders we see that money in itself isn’t the main motivator. We see the corporate purpose and vision playing an important part.
Having a 35-year journey via Calor Gas, Shell UK, Shell International and more recently as a business owner with Plan. Grow. Do. I’m beginning to more and more accept that I am more towards the end of my working life than many that I now help and advise.
Therefore, I thought it might be helpful for me to look back and share some of my insights with those who are just starting out or on the journey in their B2B sales careers.
Love it or loath it, social media and the platforms that encompass it are here to stay. They’ve drastically disrupted the way we communicate, research, absorb information and more importantly, the way we build meaningful relationships.
If as a sales professional you are anticipating the return to how buying happened up to February 2020 then unfortunately you might be waiting a long time. The pandemic of 2020 has simply accelerated the inevitable shift to an integrated online/offline world where digital relationships are as important to the consumer as face to face bonding.
Covid-19 simply accelerated the inevitable. Your changing buyer behaviour means you must refresh and modernise the sales process to align with the shifting demands and expectations of a very complex customer base.
How can you begin to digitalise your sales process? Some thoughts here to get you started.
Being an effective Sales Coach is a differentiator when it comes to the results of sales teams and the results of individual sales professionals.
The quality of a Sales Coach has a direct impact on sales performance whilst also positively impacting attrition rates when it comes to your star performers.
Effective Sales Coaching is a critical component in driving sales performance
This last month has seen us reconnecting back to f2f training with real gusto and momentum.
It was a big, but I think important, decision to take for us as trainers and obviously a well considered step for the companies we were employed by.
With online training taking the place of classroom learning for almost 2 years I wanted to reflect on this last month and share some insights.
I was pleased to be invited to The Answer Is Brand podcast with Danny Matthews of Danny&Co, where we discussed all things customer and how knowing your customer, really understanding what makes them tick, can only be a benefit to your sales results. Too often we see a whole group of people and assume, with no prior knowledge of context, that each of them is our customer.
This isn’t the case and we must become more of an expert solution for a defined group of people who we hope might one day become our customers. Just because it’s never been easier or quicker to speak to a mass of people doesn’t, and shouldn’t, mean that customers are ready to buy more quickly.
We talk about this in great detail in this podcast, I hope you enjoy it!
Hey guys, it’s Jon here. I recently taught to Plan.Grow.Do’s Steve Knapp.
We talked about skills for the modern b2b seller, what they can learn from b2c in the learning space, and also about future-proofing of sales strategy is even possible.
Let’s find out.
It’s really good to speak to Steve, it’s on a topic that we don’t cover that often, which is always nice.
So set that desk fan to the maximum. Get yourself a nice cold glass of water. And enjoy.
Share this article Facebook Twitter LinkedIn Prioritise Your Sales Activity Key to succeeding in sales is being out there. But being out there can just mean you’re busy without any thought to prioritisation. Using a sales pipeline to monitor your sales activity and results can give you an insight into how and where to prioritise. […]