No More Cold Calling
FEBRUARY 29, 2016
The #1 Sales Management Problem You Can Fix. But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. These insights are what clients and prospects really want from sales reps—not a one-size-fits-all solution, but tailored advice from experts who know their stuff.
SBI Growth
MAY 27, 2013
However, most Big Data examples concern large B2C companies. These companies are harvesting vast amounts of internet activity and point of sale data. Many of the B2B sales leaders simply dismiss the Big Data revolution. This creates a huge headache for every sales manager. He removed incentives based on win rate.
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Highspot
JANUARY 4, 2024
In fact, when sales leaders are highly effective at using data to coach, they see a 5% increase in rep quota attainment. Key Elements of an Effective Sales Training Program Sales training is necessary for both B2B and B2C sales reps. Use feedback to refine the training program and sales strategies.
Sales and Marketing Management
MARCH 8, 2020
B2C companies dominate when it comes to using AI for most marketing activities. What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)? ConversationAI monitors reps’ sales calls and scores them based on best practices, such as listening more than talking and asking open-ended questions.
Sales Hacker
APRIL 1, 2021
While that can feel like a B2C trend, your B2B shoppers and targets are doing much the same thing. McKinsey notes that B2B decision-makers are pushing to e-commerce and e-commerce-like sales cycles, and up to 80% prefer either digital self-service tools or to contact teams remotely.
Sales Hacker
MAY 6, 2021
From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever.
No More Cold Calling
OCTOBER 22, 2015
Sales managers don’t hold their teams accountable for the depth of the relationships they build or the referrals they receive. Their KPIs are transactional , so their teams’ sales activities are also transactional. Those ploys might work in the B2C space, but it smacks of a product push and commodity sale in the B2B space.
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