social selling

How Prepared Are B2B Sales Teams for Social Selling?

By / / Blog, Brand & Reputation, Business Growth, Networking, Sales Results, Sales Skills, Selling Better, Social Media, Social Sales, Soft skills

In 30 seconds

B2B sales teams are adopting social selling, but many remain in the early stages of mastering it. Direct phone prospecting still plays a role, particularly for high-value and complex sales, but it must now complement the digitally driven strategies of social selling. The future of sales lies in blending the relationship-building power of social selling with the personal touch of phone calls, creating a seamless approach that adapts to the needs of modern prospects. By doing so, sales teams can work smarter, not harder, to achieve lasting success.

In 2 minutes

Social Selling—the process of using social media platforms to …

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Sales Trend 9 – Personal Branding is a must have asset

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Social Media, Social Sales

Key terms: social media, consistency, engagement, results

Guest author: Josh Schmalenbach

Sales Trend 9 from our 12 Sales Trends Report for 2018 is about social selling.

As technology and the internet have evolved, our access to information has also vastly grown. Never before has it been so easy to find out so much about a product or a person.

With a simple Google search, one can find pages of information regarding someone’s career, achievements, education, and even what they have shared online.

This ease of access to data has made the buying process significantly easier and less risky for everyone involved. The …

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The differences between business, sales, and marketing strategies

By / / Marketing, Sales Strategy, Social Sales, Strategy

This week we thought we would touch on the differences between business, sales, and marketing strategies. The reason for that is that there’s usually confusion between sales and marketing strategies. To avoid confusion, it’s always good to look at definitions.

Michael Porter defines strategy as the set of choices that define a company’s distinctive approach to competing, and the competitive advantages on which it will be based. There are two different levels: corporate strategy, which is the strategy for the business overall (the portfolio of businesses); and business strategy, which determines how each business will compete. Business strategy is a high …

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Sales Trend 10 for 2017 – Personal Branding – The Foundation of Social Selling

By / / 12 Sales Trends Pages Category, Brand & Reputation, Sales Trends, Social Sales

Sales Trend 10 from Barrett’s 12 Sales trends Report for 2017 is about the relation between personal branding and social selling.

It is an interesting fact that the ‘extraordinary’ of yesterday becomes the ‘ordinary’ of today.

Have you noticed that the most extraordinary salespeople of 5 years ago are often the ordinary salespeople today—or gone. Why is this?

The world of sales has changed dramatically in the last 5 years and some selling organisations and their salespeople are not adapting fast enough. As a result, a lower percentage of salespeople are achieving their targets and vendors are struggling to grow …

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Metrics for Measuring Solution Selling

By / / Attitudes & Behaviours, Complex Selling & Transactional Selling, Performance Management, Sales Driven Organisations, Sales Measures - Inputs & Outputs, Social Sales, Solution Selling

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 invest heavily in building long-term, trust-based relationships with key decision makers. But in many instances, their success is still being measured using the old transaction-based sales metrics.

Working with many, many sales leaders and their sales teams since 1995, we understand that while making the …

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

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Marketing, Sales Driven Organisations, Sales Results, Sales Trends, Social Sales

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 vendor to learn what’s new or to request information like they did before. They have become self-educating; consuming online information whenever they wish.

  • Buyers rely less on initial telephone / in-person meetings with vendors and more on consuming information online.
  • Buyers rely less on tradeshows / networking events and …

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Driving Sales with Marketing Automation – Part III of III

By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

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’ series of 3 articles.

There are many things to be wary of in this space. There are lots of false prophets and digital content marketing gurus out there promising nirvana in this space. As Sue points out, too many people still want to avoid the topic and …

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Driving Sales with Marketing Automation – Part II of III

By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

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 effective sales and marketing strategies requires a disciplined approach. ‘Less is more’ is also a good reminder when looking at how to get the best results out of Marketing Automation.

Before you launch marketing automation you first need content that aligns with your sales strategy, your purpose, your …

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Driving Sales with Marketing Automation – Part I of III

By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

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 the new digital buzzword, with many adopting it under the impression that it is a quick fix for lead generation and repetitive tasks. While its popularity is evident you will find it is not the silver bullet to more sales in of itself. Like anything, we need …

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