Category Archives: Social Sales

Metrics for Measuring Solution Selling

how to measure sales performance

How do we measure sales performance now? As many formally product-focused companies migrate to selling solutions, most overlook one critical component – the way they measure sales performance. Sales people, using a solution-selling approach, generally nurture larger, more complex and lucrative deals; they are engaging in business-level discussions with key executives in prospect companies and […]

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Sales Trend 8 – Ordinary Sales Organisations Do More. Extraordinary Sales Organisations Achieve More

BarrettSlalesTrends2017-Trend8-Extraordinary-Sales-Organisations-Achieve-More

Sales Trend 8 from our 12 Sales Trends for 2017 explore how extraordinary sales organisations can work with marketing to achieve more. With the help of technological disruption, buyers in the past 10 years have dramatically changed how they identify opportunities, evaluate alternatives, and purchase solutions. What has changed? Buyers are no longer calling the […]

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Driving Sales with Marketing Automation – Part III of III

marketing-automation-part3of3

5 things to be wary of when implementing marketing automation in your business Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 things to be wary of when implementing marketing automation in your business’ as part of the ‘Driving Sales with Marketing Automation’ […]

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Driving Sales with Marketing Automation – Part II of III

marketing-automation-part2of3

5 ways to implement marketing automation in your business Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 ways to implement marketing automation in your business’ as part of the ‘Driving Sales With Marketing Automation’ series of 3 articles. Sue states that delivering […]

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Driving Sales with Marketing Automation – Part I of III

marketing-automation-part1of3

The ‘Driving Sales with Marketing Automation’ series of 3 articles has been developed by Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett. Rishad and Sue will present ideas, concepts, research and findings about how to make the most of marketing automation and sales activation. Why? Because marketing automation has become […]

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Why online prospecting is often lazy and very annoying

prospecting-attract-new-customers-for-your-business

This week’s article comes off the back of last week’s topic ‘ Getting prospects to talk to you’. It will take a different approach. I have documented the conversation John Smibert and I had in relation to online prospecting. Here it is. Enjoy. John: “…I was thinking that subject to the particular company, products and industry […]

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What is Social Selling? And does it work?

social-selling-means-sharing-relevant-content

Social selling is not a new phenomenon as many might think. Social Selling has been around for many years in various forms and is the process of developing one-on-one relationships as part of the sales process. Today, this often takes place via digital social networks such as LinkedIn, Twitter, Facebook, and Instagram; however, it can […]

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Survival of the Adaptive P1: focus on changing buying habits

Charles Darwin’s Theory of Evolution is often misquoted as being ‘the survival of the fittest’ when in fact it is ‘the survival of the most adaptive’. And that is how we need to be if we want to survive and thrive in these ever changing markets – adaptive. This series of ‘Survival of the Adaptive’ […]

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How buying patterns have changed

how-buying-habits-have-changed

Salespeople everywhere are faced with demands to meet increasingly high quotas in the face of growing market complexity and relentless financial pressure. There is also more competitors with Me2 products –just as good as brand names–, and an increased pressure on margins with buyers reluctant to make early commitments. Salespeople are facing demands like they […]

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Some Social Selling Myths & Challenges

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Since LinkedIn started its publishing arm there has been a growing tsunami of articles filling our news feeds and inboxes. Amongst this flood of information are some great articles and, of course, there are those articles that are a waste of time. That’s to be expected. Within this tsunami there has been a range of […]

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