“Marketing is from Venus and sales is from New Jersey”. That was Pam Didner’s opening statement in our recent webinar. In case you missed it or would like a brief recap of the 3 key messages, you have come to the right place.
She is a Fortune 100 senior marketer, consultant, author, speaker and adjunct professor, and she is known for her holistic perspective on business administration. We recently got the chance to interview Pam Didner about this and learn more about her background that has led her to write a book about sales enablement.
Many sales reps keep selling the same goods to the same clients. Setting the stage with new client meeting themes helps the sales reps to establish new dialogs and support their cross-selling efforts.
Do you need to optimize the company's sales presentation? We have investigated which top 4 topics B2B sales teams include in their client meeting agenda.
There is a fine line between doing a promotional sales pitch and getting into the heart of the problem during a client meeting. A well-structured client meeting drives the agenda forward while the client is being heard. We found 3 key elements to a such client meeting structure.
Some client meetings end up in plain talking, while others get to the point right away. We have talked to sales coach Preben Braagaard about the secrets behind conducting effective client meetings and what kind of sales rep behavior that will close the deal.
Visiting clients can make a great difference, but it does not always pay off to spend a day in the field. By looking into best practices, we have come up with suggestions of how to estimate whether there is a ROI of your upcoming client meeting, so the sales reps will know when to leave the car keys at the desk and pick up the phone.
When your sales are dependent on partners or distributors, your sales reps do not generate direct revenue. So how can you then measure and benchmark sales reps’ performance? We have gathered some suggestions for metrics that can assist you.
Where should you start when creating content that shall enable sales? How does the marketing team know what engages buyers and what the sales reps need? Get the answers here in our top 3 tips for creating marketing content that enables sales.
Speed up the sales cycle and make the time from lead to customer shorter with Qualification, Quantity and Quality. The three Qs is a simple framework that can help you get an overview of how to generate the best prospects and quickly turn them into customers – in short: how to improve the sales process.