A challenge many business owners face when growing their business is how to increase revenue without increasing overheads and reducing profits; in other words how can you do more with less? In fact, sales productivity is the number one challenge for almost two-thirds of B2B organisations. The good news is there are steps you can take to increase your sales productivity. One way is through the use of sales automation. In this article, you will learn five ways you can use sales automation to your advantage to improve productivity and achieve your revenue and profit goals.
Salespeople are hired to sell, right? But did you know that the modern sales person spends just a mere 34% of their day actually selling? If salespeople are spending just a third of their day selling, what are they doing the rest of their day? Research shows the majority of a sales person’s day is spent carrying out administrative tasks such as writing emails, data entry, prospecting and scheduling meetings. Sound like a waste of time? That’s because it is.
Last week I published an article about the importance of aligning marketing and sales, this article will cover the next step in the sales process - how you should sell to the modern buyer. So much has changed in the way that buyers go about researching and buying solutions to their problems. What once worked even 10 years ago, just doesn’t cut it today. The traditional sales process no longer works on the empowered and informed modern buyer. To put it as simply as possible, the modern buyer, is looking for a personalised experience. Read this article to learn about the simple yet effective techniques for understanding and selling to your modern buyer.
We’ve all had those days; you know the ones where we are so busy we don’t have time to grab a takeaway cappuccino let alone get through a massive to-do list that gets bigger every minute? Yeah, you know what I’m talking about. That’s probably what your day looks like more often than not. However, the world is a wonderful place that seems to churn out advanced technological innovations every day. One of the innovations that we particularly love is marketing automation.
This is the second in a two-part series exploring the Inbound Sales Methodology, how it works and why it’s so important to the future of your business.
Last week we introduced the idea of the Inbound Sales Methodology, and how the changing marketing landscape has led to an inevitable transformation in modern sales.