The Benchmark for Sales Excellence for a Changed World

The Benchmark for Sales Excellence for a Changed World

Your clients’ world has changed dramatically, what works in sales will never be the same. If sales teams are to succeed in this new environment, a change in approach is required.

In this whitepaper, we look at the future of sales looks like from the perspectives of both the buyer and salesperson, to provide a benchmark for sales excellence in a changed world.

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The Benchmark for Leading Sales Teams in a Changed World

The Benchmark for Leading Sales Teams in a Changed World

Being a sales leader is tough. Changing client behaviour and a brutal economic climate mean that sales leaders need to adapt how their teams sell; and, with almost 90% of sales now remote (McKinsey), sales leaders are finding that what worked in the office isn’t always translating perfectly to remote working.

In our new leadership benchmark, we list the main sales leadership behaviours; outline what they looked like in the past, explain why they need to change and describe what ‘great’ looks like today.

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Sales Excellence Infographic: Old world- New world

Sales Excellence Infographic: Old world- New world

It is easy to believe that sales is simply sales and that what worked in the past will always work. However, the world has changed dramatically for today’s buyer. Today’s salespeople need to change too.

 

This one-page infographic shows what top sales professionals are doing in a changed world.

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Selling in a crisis

Selling in a crisis

One way or another, everyone is being severely impacted by the coronavirus pandemic. Everything that was certain has become uncertain. Businesses and individuals have been hit incredibly hard. The impact on most sales teams has been exceptional. Many are paralysed at home with nothing to sell, asking themselves, ‘What on earth are we going to do?’

 This whitepaper outlines a way to build a strategy for your sales approach and provides some rules to follow when selling to clients.

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Leading remote sales teams

Leading remote sales teams

The Coronavirus pandemic has had a huge impact on how sales teams need to approach working with their clients. Many teams have seen products become redundant while their customers are less willing to pick up the phone only to be sold to. These changes have also had dramatic implications for sales leadership. Not only do sales leaders have to adapt to sales teams who are working from home, they are having to lead teams who are selling to industries in flux and often in crisis.

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Pivoting from events to digital

Pivoting from events to digital

With events being pushed back or cancelled altogether, events businesses need to find alternative sources of revenue. For many, digital solutions are an obvious opportunity. Unfortunately, many events salespeople have little or no experience of selling digital – they need help quickly if they are to successfully adapt.

This Whitepaper looks at how to pivot from live events to digital alternatives and a structure that will enable you to successfully make the change.

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Sales Excellence Benchmark

Sales Excellence Benchmark

Mapping your approach to the client’s buying process will have a dramatic impact on your sales revenue. In this white paper we introduce CONNECT and CONTROL to Flume’s core CHANGE – CHOOSE – CHAMPION model and describe what top sales professionals are doing at each stage of the process

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