What do we mean by the ‘future of sales’ and what exactly does it look like? Last Tuesday I attended the first SalesTribe meet up in Sydney, hosted at HubSpot (also known as SydSpot) As you may have guessed from the title of this article, it was all about “The Future of Sales”.
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.
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.
This is the first in a two-part series exploring how the Inbound Sales Methodology will help you optimise your sales funnel.
In 2007 I was introduced to a new movement in marketing: Inbound Marketing. It turned the traditional marketing model on its head, using content to organically attract customers to businesses rather than forcing messages onto them.
According to HubSpot’s 2016 State of Inbound report, one of the key priorities for sales in 2017 is improving the efficiency of the sales funnel. Whether you’re reviewing an existing sales process or developing one for the first time, successful outcomes depend on having access to the right technology.
There was a time, not all that long ago, when milkmen would go from door-to-door delivering glass bottles of milk to Australian homes.
There was a time when the sales process was clear-cut. Tools and tactics were largely commonplace, and everyone knew the rules. Then everything moved online, and sales has been in a state of flux ever since.
In case you missed last week’s blog, we introduced the emerging concept of Inbound Sales. It’s a proven methodology for developing a sales process that matches how people buy. This methodology has been built on the premise that the modern buyer is no longer reliant on salespeople to get all the information they need to make a purchase.