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Check out our previous episodes and some additional resources here below
Episode 1: The Sales Productivity Challenge
Improved sales productivity is a win-win for both companies and salespeople: sales teams get to spend more time doing what they do best – selling – and the business grows as a result.
But boosting productivity in today’s virtual world can be a challenge. In the UK, salespeople spend half a day less talking to potential customers each week than their counterparts in Europe. And that was before Covid-19 altered the landscape irrevocably.
There’s no doubt the latest technology can help when it comes to interacting with buyers. But what factors should you consider when trying to address the sales productivity puzzle?
Episode 2: Building Pipeline Virtually
Strengthening existing relationships has been crucial during the pandemic, but the changing landscape we’re all operating in has also raised the question of how to generate opportunities without the undoubted benefits of meeting face-to-face.
As we move further into the era of remote selling, we need to know how best to engage with buyers and initiate new relationships – without ever sitting down for a coffee with them.
So, when it comes to building the pipeline virtually, what’s the game plan? Here are some ideas to help generate sales success.
Episode 3: Decoding the New Data Signals
The move to remote working hasn’t changed the skillsets all great salespeople need, but the proliferation of data and new technology means access to new insights and buying signals.
According to McKinsey, 97% of decision-makers are happy to make purchases through a wholly digital journey, so these new ways of working are here to stay – pandemic or no pandemic.
But are we tuning into the most important data, and how can technology help us to understand buyer intentions and signals? Let’s take a look at the key points to bear in mind.
