August 27, 2015 09:00 AM
It’s the age of the customer, and digitally empowered buyers expect salespeople to have the skills and knowledge to deliver REAL value and solve complex problems—not just pitch their product. But, according to a new report from Forrester Research, Overhaul Sales Training to Win and Retain More Customers, that’s a more difficult feat than many organizations bargained for.
So, why is it that “developing relevant, competent, and productive sales forces is a far more ...
August 20, 2015 09:05 AM
Sales reps tend to have a comfort zone. It’s not uncommon to have successful reps who are GREAT at selling to a specific role about a specific challenge that they are familiar with. Where they run into problems is if they have to move out of their comfort zone to sell to different people, in different industries, or with different challenges.
It’s an entirely different ball game. And you might assume that because a rep is really great in their comfort zone, it’s going t...
August 13, 2015 09:14 AM
At Brainshark, we are in the midst of rolling out a full-scale program for social selling. During this project, I’ve been lucky enough to get some help from Bob Hutchinson, one of my colleagues in sales who happens to be an expert on social selling. Here are some of the things he’s taught me about how to be an effective social seller.
#1. Don’t be anonymous
You can set your LinkedIn security settings to hide your name when you are checking out other people’s profil...
July 29, 2015 09:04 AM
This article was submitted by Julio Viskovich, VP of Marketing at rFactr
Complex sales involve a number of different people. You will find multiple decision makers, buyers, each having a completely different role and need than the next one. As a sales professional, it is up to you to work within the ranges of expertise and knowledge to present your solution in a compelling manner. This is where social selling helps!
Twitter Lists allow you to filter out all the noise and or...
July 20, 2015 09:31 AM
Getting in touch with prospects these days is tough. While the average sales rep makes fifty two phone calls daily, less than 1% of those calls are actually returned. And email? Less than 24% of sales emails are even OPENED, let alone read. The seemingly insurmountable task of getting and KEEPING prospects' attention is further complicated by the overwhelming availability of information online.
Your competitors are also working REALLY hard to grab your customers’ at...