Sales in a Digital World: Adopting an Omni-Channel Approach

Sales and Marketing Management

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report. What Is Omni-Channel? Omni-Channel Fundamentals.

The 4 Types of Channel Marketing Partners


The 4 Types of Channel Marketing Partners. Navigating the world of channel marketing can be tricky, especially when common industry terms overlap. Channel Partnerships, Untangled. There are four different types of channel-marketing partnerships: 1. billion by 2020.

45 Top YouTube Channels for Marketing Professionals


For this reason, we recently published comprehensive lists of helpful YouTube channels for recruiters and YouTube channels for sales professionals. Up first on today’s list is a channel called Social Triggers TV. Go browse their channel for inspiration and advice!

Navigating Through the Complex World of the Cloud

Sales Benchmark Index

The Global Cloud Computing Market is estimated to grow 24% annually by 2020. This rapid growth has caused the information to travel at the speed of light. In turn, customers have become more agile in their decisions in managing the.

Travel 175

The Future of Video Selling: 4 Essential Sales Video Trends Salespeople Will Turn to in 2020 (and Beyond) to Grow Revenue and Close Deals Faster


It’s something they know has potential, but many still haven’t taken the time to invest in it as a legitimate channel for sales outreach. For the past decade, salespeople have typically relegated video to the “nice-to-have” category. After all, with phone, email, and now chat available to help bridge the communication divide between buyer and seller, is there really a need for salespeople to add. Source. Drift Drift Blog Sales Video

Privacy Policies: 5 Questions Channel Partners Should Be Asking to Avoid Disaster


Five Questions Channel Program Leaders Should Be Asking. It was quickly followed by the California Consumer Privacy Act of 2018 (CCPA) that was signed into law on June 28, 2018 and becomes effective on January 1, 2020. Changing Privacy Requirements.

What Do the IDC Predictions Mean for the B2B CMO?

Sales Benchmark Index

By 2020, the Marketing function in leading companies will be radically reshaped into three organizational "systems" - content, channels, and consumption (data). Multi-channel coverage becomes an opportunity and a challenge area, as CMOs integrate media silos.

B2B 334

We Attended SaaS Connect 2019: Here’s Are The Key Takeaways


Our very own, Ryan Sherman, participated in the “Channel Distribution through Resellers and Agencies” round table on the first day of the conference. We learned so much information from Keap , LogMeIn and more about their channels! We hope to see you at SaaS Connect 2020!

Artificially Intelligent Selling

Tony Hughes

There are 1,000 channels but there’s nothing on. The sheer volume of content, channels and workload is killing quality. By 2020, could the majority of salespeople be replaced by AI? This is future for the most successful sales people… the ones who will prosper beyond 2020.

B2C 78

78 Customer Engagement Statistics


77% of strong omni-channel companies store customer data across channels, compared to 48% for weak omni-channel companies ( source ). Omni-channel shoppers have a 30% higher lifetime value than those who shop using only one channel ( source ).

Sales Pitch Ideas for Your Next Meeting

Sales and Marketing Management

Moreover, they are projected to become the largest generation of consumers by 2020. The omni-channel experience. Also, they expect a personalized experience that flows across all channels.

65+ Mind-Blowing Artificial Intelligence Statistics


80% of sales and marketing leaders say they already use chatbots in their customer experience or plan to do so by 2020 ( source ). Gartner predicts zero-touch user interfaces will be available on two billion devices and IoT endpoints by 2020 ( source ).

How to Scare Your Top Sales Reps

Sales Benchmark Index

There may be an overarching theme to tie to, like $20B by 2020. Have different senior leaders communicate via different channels throughout the project. Completely plan communication content, dates, channels, and communicators. It never fails.

How To 314

How B2B Customer Experience can Influence Sales Growth


Put simply, omnichannel refers to providing a consistent and personalised experience to your buyers to simplify their customer journey irrespective of the channel they choose to interact with you.

How European manufacturers can get their edge back

Miller Heiman Group

With €17 billion in funding earmarked for industrial leadership by the European Union’s Horizon 2020 program, manufacturers must be prepared for the growth opportunity that awaits them—which means sales teams must revamp how they approach selling. Sellers also need to prepare to work within channel sales, as up to 70% of European manufacturing business involves selling with and through third parties. Focusing on channel management.

8 Marketing Lessons Big Brands Can Teach Startups

Sales and Marketing Management

Use social media channels for greater success. billion by 2020. Author: Charles Ebert Startups need guidance and advice from people who have been in their shoes in the past and managed to make it in their respective industries.

57 Essential Multichannel Marketing Statistics


Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. 91% of retail brands use two or more social media channels ( source ).

2019 Best Sales Tips from the Vengreso Leadership Team


By 2020, Gartner reports that 85% of the buyer’s journey will be completed without interacting with a company. Practice makes perfect, and when it comes to sales, the leadership team at Vengreso has a lot of practice under its belt. Even so, they continually strive to be better.

eBook 87

Three Sales Management Practices that Chief Revenue Officers Can Use to Prepare Themselves for a Recession

Miller Heiman Group

Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. Do customers have consistently positive interactions across every channel they use to engage with your company? The question isn’t if a recession is coming. It’s when.

3 Most Effective Ways to Further Engage Your B2B Leads

Sales and Marketing Management

Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. By 2020, consumers will mainly engage with companies they already know and trust, according to a report by Walker Information. In fast-paced marketing, the right time usually means right away.

B2B 193

15 Social Selling Quotes to Inspire Your Sales Efforts


15 Quotes on the Power of Social Selling: “Selling through social channels is the closest thing to being a fly on the wall in your customer’s, prospect’s and competitors’ world.” – Keenan.

How Will DiscoverOrg’s Acquisition of ZoomInfo Affect Sellers?

Sales Hacker

For those who are less experienced though, or overly reliant on database tools and single channel outreach, you’re definitely losing your edge and you will continue to struggle. Gartner just recently predicted that by 2020, 50% of European marketing lists will have been reduced by 30%.

5 Myths About Working with Millennials in Sales (Debunked!)

Sales Hacker

By 2020, Millennials will make up 50% of the workforce. Other generations see the way Millennials connect with people as fake or inauthentic, especially when it comes to talking through technology-based channels.

92% Of Top Sales Performers…….

Partners in Excellence

For example, there is a famous recent research report of several 100 participants that suggests 5 million sales jobs will be lost by 2020, bringing total sales employment to around 10-12 million. Yet BLS data show sales employment in 2020 increasing and exceeding 20M in 2020. Through 2016, we’ve conducted extensive research on sales performance, trying to understand the differences between top performers and everyone else.

Data 58

50 Sales Champions: Winners of the Sales Hacker Top 50 Awards 2019!

Sales Hacker

He single-handedly built our partnership sales channel and created huge opportunities for the company.”. Join us next January for the 2020 Sales Hacker Top 50 Awards! Last year, we started a new Sales Hacker tradition: the Top 50 Awards.

Hotels 109

Rise of the Video Star: Building a Brand in the Digital Era


For B2B marketers, video remains more powerful than any other medium or channel. Cisco says that 80% of the internet traffic will be video by 2020. Brands should adopt video across all communication channels. Brands should be thinking about producing more content on IGTV, as this is a channel where your content is going to live and be curated. For example, I would never suggest a client take one piece of content and share it across all channels.

The CCPA for Sales and Marketing Leaders: Everything You Need to Know (California Consumer Protection Act)

Sales Hacker

Just one month after the GDPR took effect, the California Consumer Privacy Act (CCPA) was signed into law in June 2018, giving businesses only until January 1, 2020, to get their data protection and user privacy policies into shape — or pay the high price of negligence.

Are “Traditional” Selling Skills Even Relevant Anymore?

Partners in Excellence

We all know the story—buying has changed profoundly, complex buying is chaotic, we need to be customer focused/driven, we need to create value in every interaction… At the same time, customers have many more sources/channels for information to help in their buying decisions, AI/ML technologies will make many transactional sales roles less necessary (tough this isn’t new news). Categorize this post as “thinking out loud.”

How to Personalize Your Outbound Approach According to Your Market and Persona

Sales Hacker

By 2020, the customer experience will surpass both price and product as the key brand differentiator. Indulge me for a moment, because I want to quickly remind you why email should be your go-to channel for outreach. 89% of marketers list email as their top channel for lead generation.

Three Challenges that will Impact Your 2016 IT Sales and Marketing Plans

The ROI Guy

Are your sales reps / channel partner sable to emotionally, logically and credibly convince more frugal buyers to allocate shrinking budgets for your solutions over other projects?

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

YoY Increase in CAC leading to increased reliance on channel partnerships. The role of text messaging and other unconventional communication channels in sales prospecting and customer success. Outbound Gets Tougher With GDPR Regulations: SaaS Goes Channel Sales For The Win!

Trends 106

Ten ways Artificial Intelligence is helping shape highly successful seller behaviours

Artesian Solutions

According to a study by Narrative Science 61% of businesses using AI believe they are spotting opportunities in data that would otherwise have been missed, and by 2020 they could be stealing as much as $1.2 Ten ways Artificial Intelligence is helping shape highly successful seller behaviours.

5 Ways to Improve Customer Relationships Quickly


Self-service is quickly becoming the preferred customer support channel. Think of it this way—human representatives spend most of their time using support channels to solve complicated customer issues.

7 Ways You Can Succeed With B2B Live Video


In fact, live-streaming currently accounts for two-thirds of all internet traffic and is expected to jump to 82% by 2020 ( source ). In recent years, B2B live video has exploded in popularity as a viable marketing tactic.

B2B 61

Frugalnomics in Effect - Gartner predicts low IT spending growth for 2016

The ROI Guy

And Gartner is predicting that by 2020, as much as 90% of IT spending could be driven by the business. Many organizations are relying more and more on channel partners and inside sales to drive growth.

What is Customer Success — A Smart & Actionable Guide

Sales Hacker

Here are some eye-opening facts: Customer experience will topple the product itself and its price tag as the key brand differentiator by 2020, according to a Walker study. The processes, channels, and resources needed to effect the desired change.

Churn 68

5 SEO Lessons for the Modern Content Creator


As businesses look to scale their business growth through online channels, SEO skills will become more attractive and valuable to employers over time. Borrell Associates estimates brands and agencies in the United States will spend $79 billion on SEO services by 2020 ( source ).

5 Insights for Scalable Customer Service


As customers increasingly prefer mobile, search, and web channels over traditional ones, it’s important to offer—and optimize—digital channels to reduce customer effort. Market changes, technological innovations, or new channels and more all impact the customer experience.

Out with the Funnel, In With the Flywheel: The Modern Buyer’s Journey


And, recent studies predict that by 2020, customer experience will overtake products and price as the key brand differentiator ( source ). Use surveys and other customer feedback channels to identify and document common complaints about your sales process and customer experience.

Why customer experience is business critical


However, customer experience consultancy Walker predicts this is about to change, with customer experience set to overtake price and product as the key brand differentiator by 2020. Where once businesses only had basic customer information at their disposal, the proliferation of channels and devices available means companies can build a 360-degree view of the customer.