In this post Covid and inflation pressurised world, buyer-sellers’ priorities and interactions have and will continue to change. Gartner research predicts that non-digital interactions between buyers and sellers in the next 3 – 5 years will account for only 20% of the buyers’ journey.
Consider this and the impact that 75% of B2B companies’ highest priority is to close more deals and that 67% of deals are lost because they are not properly qualified before initiating the sales process.
Read MoreCOVID-19 has changed our world forever. Customer behaviours have shifted. Focus and prioritise your sales strategy and change program with a Sales Effectiveness Diagnostic.
In B2B sales think of the simple implication of moving to "working from home." How does this impact on face-to-face sales? Would a different channel be more effective?
There are 20 components to consider to enable peak performing sales. Which are working? Are some blindspots? A Sales Effectiveness Diagnostic will provide the insight to answering these and other questions, especially where time is against us.
https://paradymshift.com/sales-effectiveness-diagnostic
Read MoreHow important is your CRM system to your business? Are you getting a proper ROI on your investment, do you have 90+% user adoption as well as data quality?
This is a story about how certain people in organisations want to keep seeing shiny and flickering lights in their on-premise server rooms. While sales leaders were not able to get a single or trustworthy CRM-based view of their customers, nor a single CRM dashboard of how sales was performing, let alone what the sales forecast looked like across all geographies.
Read MoreIn 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.
For much of the sales world, it’s no different. The notion that sales coaching is an essential ingredient in improving sales organisations is never disputed, but most sales leaders (if they’re honest) will tell you that they barely have time to manage their sales teams – and they simply don’t have time to coach.
Read MoreThe shock of COVID-19 crisis is 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. Cutting costs, while essential, is a short-term survival initiative and revenue generation has to move to the forefront of change.
Read MoreSelling under regulatory lockdowns and physical distancing due to COVID-19 will certainly require changes to sales structures and ‘go-to-market’ strategies in the short to medium term.
Customers, confronted with their own survival, are limiting CAPEX and OPEX spending to only those items that are a burning platform and require immediate action. The result is that your revenue streams will be impacted.
What does this mean to Sales Teams and traditional structures?
Read MoreApart from death and taxes; change is really the only other constant that governs life. How we adapt to that change determines our success or failure in acquiring what we want to have in life. In sales, what we want is inexorably intertwined with bottom line figures.
Read MoreThe American Bankruptcy Institute reported 560 commercial Chapter 11 filings in April, a 26% increase from last year. World renowned companies, JC Penny, Neiman Marcus and Debenhams have filed for bankruptcy. Virgin Australia’s second-biggest airline announced on April 21 that it is undergoing third party-led restructuring that could potentially lead to a sale. The list is growing daily.
Read MoreLessons from the past can teach us simple insights. Lack of agility and change adaptability in the post COVID 19 economy will close businesses down.
Read MoreFace to face selling in a B2B world has been the cornerstone of opportunity development for revenue retention and growth. Sure, online and telesales have steadily increased as a sales channel but COVID 19 has accelerated a paradigm shift to the point where the new normal will bring – the collapse of face to face selling and the advent of virtual selling.
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