Sales Readiness for 2025 – Key Insights & Next Steps
As 2024 wrapped up, we conducted our annual Sales Future Readiness Assessment, drawing on key sales effectiveness insights for 2025 from leading research firms such as RAIN, Gartner, Bain, and others. Benchmarking teams against industry best practices and emerging trends, we evaluated over 10 key focus areas across strategy, customer engagement, talent development, and sales enablement—revealing clear patterns and opportunities for growth.
Modern Day Sales Leadership: A Guide to Success (Copy)
The world of sales is always changing. Traditional methods of selling are becoming outdated. Today’s sales leaders must be agile, adaptable, and forward-thinking.
This means understanding that the way buyers behave has changed. They now conduct thorough research online before contacting a sales representative. This blog post explores the essential skills and qualities needed for modern sales leadership. It emphasises coaching, continuous learning, and the importance of genuine connections.
The Hidden Key to Predictable Growth in 2025 - Empowering Sales Managers
In today’s fast-paced sales environment, success is often measured by the performance of individual sellers or the sophistication of sales technologies. But what if the real key to predictable, scalable growth lies elsewhere—specifically, in the hands of your sales managers?
Is adaptive sales coverage the key to market dynamics?
The shock of COVID-19 crisis is well over. Most organisations have seamlessly moved into a new normal, at least for the time being. There is an acceptance that market dynamics and customer buying patterns are highly volatile. Economic instability and recessionary forces are impacting all. Cost cutting while essential, is a short-term survival initiative. Revenue generation has to move the forefront of change.
The Importance of Creating and Maintaining a Sales Playbook
Imagine setting off on a road trip without a map or GPS. You might reach your destination, but it would likely involve a lot of wrong turns and wasted time. A sales playbook is your map. It guides your team through the sales journey, providing clear directions and strategies to navigate obstacles and reach your goals efficiently.
I am in Sales, but I’m not on LinkedIn! Should I be worried about Networking?
In the competitive world of sales, networking is not just an ancillary activity; it is a fundamental aspect of success. The power of networking lies in its ability to create meaningful connections, foster professional growth, and open doors to new opportunities – as well as obtain introductions to target prospects.
Stay Ahead: Boost Customer Loyalty Through Change Adaptability
In today’s fast-paced marketplace, adaptability is not just an advantageous strategy—it is a necessity.
Businesses are required to navigate through rapidly changing technological landscapes, evolving customer expectations, and ever-intensifying competition. A seamless adaptability to change determines not only business survival but also the ability to thrive and innovate.
Leading the Decision Journey
Navigating and leading the decision journey for customers in a multi-layered and complex deal can be challenging for any business. However, with the right approach, it can also be an opportunity to demonstrate value and build long-term relationships with customers.
Not winning enough NEW business?
Sales is the lifeblood of any business, and winning new deals is crucial to achieving growth and profitability. However, if you're facing the challenge of not winning enough new deals, it can be frustrating and demotivating.
The good news is that there are steps you can take to address this challenge and improve your sales results.
Almost two years on and counting.....
We are still living through extraordinarily challenging times and it does not look like changing anytime soon. Some would say, dare we say it, “this is the new normal”.
Everyone is affected, whether it be medically, emotionally, financially or all of these. For many, there are more questions than answers leaving most wondering what to do to keep their business healthy and customers loyal.
A Birds’ Eye View Makes Sense For Buyers
Photography has always been a hobby and when opportunity arises, I usually grab my trusty Nikon and head out looking for that elusive shot. However, my whole perspective and passion changed on my last birthday – enter drone photography!
All of a sudden, views that were previously hidden from me, become possible. Things that I could never have seen using my hand-held Nikon were revealed in the drone view screen.
5 Signs Your Business Needs a Sales Enablement Solution
In today’s competitive business environment and volatile market conditions, sales organisations are under mounting pressure to attain revenue goals and sustain growth. Yet their average quota attainment rate is only 54% (1), and I would surmise the percentage has slipped even further in the aftermath of COVID-19.
How To Drive Sales Engagement and Close More Business Quicker
Being an avid Amazon Kindle user, I love the fact that once I’ve finished yet another book, Amazon recommends books to me that are similar.
Consider using Netflix where it knows what TV shows and movies you like. Use Spotify and it understands what your musical tastes are. Use Amazon again, and if you have a young child at home, it tells you that you probably need diapers and formula!
And yet in our B2B world, we don't do that yet – despite buyers saying,
“Show Me That You Know Me!”
How Effective Are Your Sales Meetings?
Do your salespeople enjoy internal meetings such as the mandatory weekly Monday morning sales meetings, or do they resent attending? How much do your internal meetings actually contribute to increased sales?
90% of Sales Professionals Do Not Know How To Ask Good Questions…
Is your team part of the other ten percent – or do you need help with that?
Studies have shown that 90 percent of seasoned “sales professionals” do not know how to ask good questions or are afraid to ask them. That’s a staggering number: 9 out of 10….!
“Sales versus Marketing” – a thing of the past?
Recently I was invited to be on a “Sales versus Marketing” panel session at the inaugural Tech Marketers Conference attended by well over 100 marketers from a variety of industries.
The debate started with the notion that the relationship between sales and marketing is – in general – arduous. Salespeople “always” blame marketing for not delivering enough quality leads and marketing “always” blame sales for not getting out there and closing the many leads that they provide.
Professional Athletes rely on Coaches – do Salespeople?
How is your coaching game plan?
You could boost revenue by 25% and increase close rate by 70%.
In any sport, athletes and teams have access to multiple coaches with various areas of specialty to help them reach their full potential. Consider the Los Angeles Lakers, for example. Frank Vogel is the Head Coach, and there are six Assistant Coaches, all of these are additionally supported by specialists for health and nutrition.
The Story of the “Shiny Lights”
Having now helped numerous businesses get a much better return on their substantial investments in CRM systems, we thought it worthwhile to share a story with you.
This is a story about how certain people in organisations want to keep seeing shiny and flickering lights in their on-premise server rooms.