Insights

The modern buyer knows your product before ever talking to you and doesn’t need spoon fed details. To move this buyer forward, and win at buyer enablement, you have to add value and sell with purpose. That means offering a little help.

After 2020, some sales teams embraced the digital and relished in the Zoom PowerPoint pitch. Others struggled digitally and hoped for in-person pitch meetings to return again. But in a post-COVID world, buyers want both. So how do we combine killer digital sales strategy and traditional sales tactics?

You know that digital is here to stay, and you’re trying to embrace it, but there’s something missing. The numbers are struggling. Customer engagement is off. Your quick 2020 fixes just aren’t going to cut it in a post-COVID world and here’s why.

While transparency and sales haven’t always gone hand-in-hand, it is the key to smashing sales stereotypes. Once they’re smashed? The sky’s the limit to building authentic relationships with customers and leads which will ultimately make a huge impact on your bottom line. 

Buyers are more informed than ever. Sales cycles (especially business to business - B2B) are complex, lengthy and high-stakes. The market is saturated with start-ups and large orgs with even larger budgets with one goal of outpacing you. It’s time for a new sales team. Get ready to meet them. 
 

Sales are the lifeline to the bottom line, but there’s a disconnect. Traditional sales strategies focus only on sales, and that’s only part of the story. Stop throwing your time and money at sales enablement strategies that just don’t work anymore. It’s time to start making the shift to buyer enablement. 

Most B2Bs have a few big problems in account management—there’s a heck of a lot on their plates. Ultimately, this will lead to burnout, missed goals and money left on the table. But there are ways you can tweak your account management strategy that can turn into big money for your bottom line.

We love a sales pipeline, especially when it’s full of opportunity. The work of a successful business to business (B2B) sales team, especially in complex sales environments, is effective management of that pipeline. But all too often, it gets jammed. So how do you clear those road blocks?

If you’re in sales, you know the high that comes from having a particularly great prospect meeting. The best way to use that energy is to provide an impressive meeting recap because that follow up is a critical step in the buyer journey.