Creating a first-class sales experience for a changed world
The world of sales has changed dramatically. From the shift to remote selling to changing attitudes of decision makers, a one-size-fits-all approach no longer works in today’s market.
These changes have reshaped what buyers expect from the sales experience. The experience alone has a huge impact on purchase decisions, with over 70% of B2B decision makers say they now prefer remote interactions1 but just 16% believe virtual sellers are skilled in making a strong ROI case2.
In this whitepaper, we look closely at three core roles: customer success, sales development and business development.
You’ll learn about the biggest myths and mistakes of each position that can have a knock-on effect on your entire sales strategy. You’ll also get a wealth of tips on how your team can cut through the noise and give buyers an exceptional experience every time.
It’s never been more important for your sales team to up their game. Clients are feeling the strain. With only 22% expected to meet their revenue goals, they are demanding more from the sales experience. Having the right approach to the development of sales teams is critical. Flume’s new whitepaper looks at how you can drive learner performance and identifies what you should expect from sales training.
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
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.
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.
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.
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.
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.