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B2B Sales and Marketing Leaders Predict an Increased Impact of Consultative Selling - Business Insider

According to an upcoming report commissioned by InsideView, sellers and marketers see significant shifts in how B2B solutions will be marketed and sold in the coming year. When asked which of the following they believe are most likely to happen in the next year, more than 500 sellers and marketers agreed on the top three responses. “Sellers become more consultative and less transactional” topped the list, followed closely by “Companies become laser focused on their ideal customers versus ‘anyone with a pulse’.” The predictions are a sneak peek from an upcoming sales and marketing alignment report that will be released early this quarter.

The top five predictions from both sales and marketing pros for 2018 are:

1. Sellers become more consultative and less transactional.
2. Companies become laser focused on their ideal customers versus “anyone with a pulse.” 
3. Artificial intelligence and machine learning fuel decisions on best market targets. 
4. Millennials have a major impact in both buying and selling. 
5. Marketing and sales operations merge into one revenue operations team. 
CYDigital/marteq.io's insight:

B2B Sales and Marketing Leaders Predict an Increased Impact of Consultative Selling - Business Insider

 

Alignment: the holy grail. Wake me up when we get there.

 

This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

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What the future science of B2B sales growth looks like | McKinsey & Company

What the future science of B2B sales growth looks like | McKinsey & Company | The MarTech Digest | Scoop.it
1. Engaging customers the way they want to be engaged
Our research showed that some 76 percent of B2B buyers found it helpful to speak to a salesperson when researching a new product or service. That figure fell to 52 percent for repeat purchases of products with new or different specifications, and only 15 percent indicated a desire to speak with a salesperson when repurchasing exactly the same product or service.

Engaging customers in the future will require a multichannel sales strategy powered by smart digital investments, which caters to the different needs of first-time and repeat customers. When targeting first-time customers who are looking for direct interaction with sales teams, the fastest-growing companies are using digital tools to help their sales teams address customer needs at each stage of their purchase journey. 

2. Using advanced analytics and machine learning to make better decisions faster
In the next five years, we believe that the fastest-growing companies will be using advanced analytics and machine learning to address fundamental strategic issues, such as what sales opportunities to pursue, what resources to allocate to which accounts, and what behaviors to prioritize to drive sales productivity. Already the days when lead generation relied entirely on local field knowledge are fading fast. Market leaders of the future are using advanced analytics to build a granular account, product, and geographic profile of each of their customers. These profiles are then augmented with relevant external data such as news reports, public financial information, and social media to generate a truly 360-degree view of each customer.

3. Continually investing in finding and developing world-class talent
Buyers are becoming increasingly sophisticated and technically savvy, which has led to the rise of a new breed of sales leaders who bring a strategic mind-set and rock-solid technical skills. These leaders are “growing up” across multiple roles in their organization and come with a truly cross-functional and cross-geographic skill set. They view themselves as coaches whose primary job is to turn rookies into rainmakers.
CYDigital/marteq.io's insight:

What the future science of B2B sales growth looks like | McKinsey & Company

 

You are behind if you are not using MarTech and SalesTech tools...beyond CRM.

 

This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

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Sales Reps Spend Only 37% of Time Selling According to Research from InsideSales.com - MarTech Series

Sales Reps Spend Only 37% of Time Selling According to Research from InsideSales.com - MarTech Series | The MarTech Digest | Scoop.it
Lindsey Armstrong, President of InsideSales.com, said, “Sales teams have a serious challenge with time management. When 63 percent of salespeople’s time is focused on activities other than selling—whether by necessity due to policies and tools or to lack of process and organization—revenue suffers. We can see that most organizations, and the sales industry at large, have a significant requirement (and opportunity) to get these issues resolved.”

- 28 percent of sales reps follow a structured time management system.
- 37 percent of sales reps’ time is spent on revenue-generating activities.
- 18 percent of sales reps’ time is spent using their customer relationship management system (CRM).

Perhaps the study’s most surprising result is the declining dependence on—and use of—CRM. 18 percent of a sales rep’s time is spent on CRM, while 61.7 percent of their time is spent using sales technology. Worse still, close to 10 percent of a sales rep’s time is spent in spreadsheets to help them accomplish what they wish they could do in CRM.
CYDigital/marteq.io's insight:

Astounding! So are the costs associated with hiring Sale Rep assistants outstripped by a doubling of time spent on selling? Kinda think so.

 

Click/tap to view the original article.

This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

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5 Psychology Tips From An FBI Hostage Negotiator That Will Make You Sell Better | Sales Hacker

5 Psychology Tips From An FBI Hostage Negotiator That Will Make You Sell Better | Sales Hacker | The MarTech Digest | Scoop.it
1. Mirroring: Mirroring involves the repetition of three to five keywords from your counterpart’s previous statement, in the form of a question. 

2. Emotional Labeling: Labeling is, in a sense, mirroring on steroids. Rather than merely repeating words, labeling involves proactively labeling your counterpart’s emotions – especially fears. It entails careful and proactive listening skills.

3. Getting to “No”: Getting the other side to say “no” makes them feel safe and secure. When you empower the other side to say “no,” they feel more comfortable that they aren’t being pushed into a commitment and more willing to entertain your ideas. 

4. Triggering “That’s right.”: Voss contends that the single biggest breakthrough moment of a negotiation is getting the other side to say “that’s right.” To achieve this breakthrough, negotiators must actively listen to the other side and effectively summarize how they feel and what they hope to achieve.

5. Asking Calibrated Questions: The best negotiators will transform negotiations into cooperative joint problem-solving sessions. Rather than focusing on negotiation, they’ll focus on discovery – on truly understanding a counterpart’s wants and desired outcomes. To do this, Voss recommends the use of calibrated questions. These are open-ended questions that generally start with “what” or “how.”
CYDigital/marteq.io's insight:

THIS IS BRILLIANT! Take advantage of this info and click through!

 

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This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

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Don’t Let Product Management Turn Into “The Roadmap Guys” - Enterprise Irregulars

Don’t Let Product Management Turn Into “The Roadmap Guys” - Enterprise Irregulars | The MarTech Digest | Scoop.it
From a sales perspective, roadmap presentations are the anti-sales pitch:  a well organized presentation of all the things your products don’t do.  Great, let’s spend lots of time talking about that.

From a competitive perspective, you’re broadcasting your plans.  If you’re presenting roadmap to every prospect who comes through the briefing center and at every local user group meeting, your competition is going to learn your roadmap, and fast.  Then they can copy it and/or blunt it.

But what irks me the most is what happens from a product management perspective:  you turn PM into “the talking guys” instead of “the listening guys.”  Given enough time, PM starts to view itself as the folks who show up and pitch roadmaps.
CYDigital/marteq.io's insight:

There's a role for a roadmap discussion, but much later when the conversation shifts towards vendor viability.

 

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This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

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Study: Inside the Sales Cycles of 280 SaaS Companies - Process Street

Created by Process Street in partnership with PersistIQ, this study uses an archive of over 1,000 sales emails and voicemail transcripts from some of the world…
CYDigital/marteq.io's insight:

Take the few minutes and scroll through. You're bound to find something.

 

Click/tap to view the original article.

This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

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What B2B Sales Teams Need From Marketing to Win Deals - MarketingProfs

What B2B Sales Teams Need From Marketing to Win Deals - MarketingProfs | The MarTech Digest | Scoop.it
B2B sales leaders say they could win more deals if their marketing teams delivered better messaging and more qualified leads. See what else the research has to say.
CYDigital/marteq.io's insight:

If you jumped into Doc Brown's DeLorean and went back 35 years, you'd find that these charts would be the same. Seriously.

 

MarTech requires constant optimization to continually squeeze ever improving performance. No time for continual CRO? Contact marketingIO. #MarTech #DigitalMarketing

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The Sales Methodology Blueprint: How To Choose The Right One For Your Business | Sales Hacker

The Sales Methodology Blueprint: How To Choose The Right One For Your Business | Sales Hacker | The MarTech Digest | Scoop.it
B2B sales is governed by the following methodologies.

DIY Self Service: A complete end-to-end web experience where clients educate themselves and complete the purchase online.

Transactional selling: Helping customers buy the solution they picked themselves, often through online research. These customers often are in a hurry and ready to buy.

Solution selling: Customers already understand their problem and want sales to address specific issues with products and services. Customers buy in days to weeks.

Consultative selling: The customer does not fully understand the problem. Sales has to diagnose the customer’s situation to determine the right solution. Sales can take 6-18 months.

Provocative selling (ref: HBR Provocative Selling): Sales experts can identify clients who will face a problem before the client himself knows. They provoke an executive client into action. Often applied to innovative solutions, this B2B sales methodology takes anywhere between 3 to 9 months.
CYDigital/marteq.io's insight:

An excellent primer on the basic sales methodologies.

 

From MarTech 101 to Advanced Techniques, marketingIO has you covered. Contact us. #MarTech #DigitalMarketing

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Moving Beyond Traditional Prospecting to Sales Acceleration - MarTech Advisor

Moving Beyond Traditional Prospecting to Sales Acceleration - MarTech Advisor | The MarTech Digest | Scoop.it

"So how can your organization begin the process of sales acceleration?

  • The first step is to break down the departmental and data silos present in your organization by having all teams work from one set of data, one set of goals and one set of measurements.
  • Another shift from traditional prospecting is the need to make sense of all interactions, both online and offline, that influence the buyer journey. This disconnect between offline and online worlds is what is frustrating customers . 
  • In addition to knowing your data and establishing a connected identity, companies must use the right tools to generate that holistic and consistent customer view. 
  • Finally, companies must develop the right analytics to find truth and meaning from the data and surface those insights into the systems and the workflow of the people or sites that should take the next best action."
CYDigital/marteq.io's insight:

Not having a fun time with IT? Contact marketingiIO: we can act as your buffer to get the job done. #MarTech #DigitalMarketing

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4 Consultative Selling Approaches That Will Drastically Improve Your Win Rates - SalesHacker

4 Consultative Selling Approaches That Will Drastically Improve Your Win Rates - SalesHacker | The MarTech Digest | Scoop.it
1) Practice Asking Questions

2) Understand Your Buyer

3) Add Variety To Your Sales Process

4) Training – Zero In On The Qualifiers
CYDigital/marteq.io's insight:

Oh, yeah...

 

Suffering from MarTech FOMO? We’ve got the cure. Contact us. #MarTech #DigitalMarketing

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4 Types of Content Sales Should Publish on SlideShare - Digital Information World

4 Types of Content Sales Should Publish on SlideShare - Digital Information World | The MarTech Digest | Scoop.it
SlideShare has been an important tool for marketers and salespeople for several years now, but some business leaders are still unsure how to get the most value out of this powerful platform.
CYDigital/marteq.io's insight:

This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

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Are Sales Incentives Becoming Obsolete? - HBR

Are Sales Incentives Becoming Obsolete? - HBR | The MarTech Digest | Scoop.it

"Sales leaders must change compensation plans to look more like management bonus plans, designed to encourage people to work together to make the company and its customers more competitive and prosperous in the long run. Changes include:

  • Changing the metrics for determining incentive pay. 
  • Shifting the pay mix more toward salary. 

 

In addition to changing sales compensation, sales leaders and managers must take a more active role in managing salespeople. This involves changes such as:

  • Deploying new sales team structures. 
  • Hiring salespeople with new capabilities. 
  • Using performance management, coaching, training, and sales data and tools. 
  • Establishing a new sales culture. "
CYDigital/marteq.io's insight:

Subscribe to The MarTech Digest: http://bit.ly/miocom #MarTech

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How B2B Sellers Are Offering Personalization at Scale - HBR

How B2B Sellers Are Offering Personalization at Scale - HBR | The MarTech Digest | Scoop.it
Here are three areas where leading reps distinguish themselves:

Smarter targeting. Social media platforms offer rich demographic information, and the smartest sales pros are using it to segment “likely buyers” into “buyers who are ready to buy now,” capitalizing on something that yesterday’s sales pros could only dream of: intent signals. These signals, which include job changes (people are more inclined to make bold moves when they enter a new role), social posts (an indicator of top-of-mind questions), and hiring patterns (an indicator of investment), help sales pros know when it’s time to reach out. Sales pros can use social media features like advanced filters and lead bots to further facilitate the process of identifying qualified leads.

Better understanding. A recent survey found that 80% of buyers don’t believe that the salespeople they deal with understand their business. When salespeople start the conversation with a tried-and-true opener like “Can I ask you a few questions?” they reinforce this perception. By contrast, leading sellers tend to open with “I noticed that you’ve been thinking about…” How? They’ve followed social media threads to prepare for the face-to-face meeting long before it happened. Part of asking the right questions is understanding who’s on the buying committee, which is particularly challenging given that 6.8 people are involved in purchasing decisions, on average. Since buyers have next to no tolerance for vague questions fired off by the uniformed, the sales pro who can most quickly get to the heart of the matter with every decision maker typically wins.

Closer engagement. Twenty-three percent of deals go dark because reps fail to engage buyers through the entirety of the sales process. When sales professionals are unable to provide ongoing value, the buyer feels no obligation to maintain a dialogue. On the other hand, when connections are made through a trusted mutual acquaintance, a buyer often feels obligated to stay engaged longer. And once contact is made, the best sellers use technology to gauge whether the information they’re sharing with a buyer hits the mark. Tools like email tracking and PointDrive allow sales reps to see where a buyer digs in and what a buyer ignores, providing a feedback loop. They can then use that information to tailor future interactions.
CYDigital/marteq.io's insight:

RYZZ: It’s a new approach to MarTech for B2B Marketers.

 

#MarTech #DigitalMarketing

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ASC 606 Accounting Standard | RevSym | CallidusCloud Blog

ASC 606 Accounting Standard | RevSym | CallidusCloud Blog | The MarTech Digest | Scoop.it
The new standard’s core principle is to recognize revenue and sales commissions for reporting purposes at the point when the customer gets control over the good or service provided. This is problematic, as this control may occur all at once or over time. The latter circumstance is becoming more commonplace as the subscription-based economy is growing.

Under the new rules, contract acquisition costs (such as commissions) must be deferred and amortized on a systematic basis if the contract will be fulfilled over more than a year. If the contract will be completed in 12 months or less, contract acquisition costs may be expensed as incurred, at the seller’s election.

ASC 606 requires sales organizations to align incentive expenses (commissions, bonuses, SPIFs and so on) with the new revenue recognition policies. For many salespeople, this will mean a direct impact to their comp plans—not necessarily in a positive or negative way but in the way their behavior is incentivized. For example, the practice of throwing in “freebies” to help close a deal may become much more limited, since inclusion of these items will slow down revenue recognition under ASC 606, negatively impacting the stop line.
CYDigital/marteq.io's insight:

Unrelated to MarTech, but important to all of us in B2B marketing.

 

RYZZ: It’s a new approach to MarTech for B2B Marketers.

 

#MarTech #DigitalMarketing

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Anatomy of a Successful B2B Sales Team | TechnologyAdvice

Anatomy of a Successful B2B Sales Team | TechnologyAdvice | The MarTech Digest | Scoop.it
  • The Brain: Sales Director
  • Spine: Customer Support
  • Arms/Hands: Outbound & Inbound 
  • Legs: Marketers
  • Smartphone: Tech & Data
  • Mouth: Sales Development
  • Digestive System: Closers
CYDigital/marteq.io's insight:

A great way to describe the complete sales ecosystem.

 

RYZZ is coming. It’s a new approach to MarTech for B2B Marketers.

 

#MarTech #DigitalMarketing

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The Epidemic in B2B Sales Prospecting - Marketing Insider Group

The Epidemic in B2B Sales Prospecting - Marketing Insider Group | The MarTech Digest | Scoop.it
The core cause of the B2B sales prospecting epidemic is an inability to create opportunities when buyers aren’t looking to buy. The reality is 90+% of potential buyers in your market aren’t actively looking.

A second reality exacerbates this situation. Professional purchasing agents have given way to teams of buyers. The 6 to 8 people on these teams typically represent multiple functional groups. Often they have never conducted a similar procurement process before.

A third reality complicates this situation. The digital trend to ubiquitous online information has produced self-educating buyers.

B2B is high stakes team buying. It’s a very different buying dynamic. If your marketing team isn’t clear and honest about these differences, and have a compelling strategy to address them, you’re probably in even deeper trouble than you think.

This is not a sales rep problem, per se. It is a business and sales leadership problem. B2B sellers must create value for customers through the way you sell. This starts with the way you create opportunities with prospective buyers who aren’t actively looking to buy what you are selling.
CYDigital/marteq.io's insight:

Superb analysis, and spot on. It's all about team buying, which is a completely different dynamic.

 

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free. Go here: http://go.marketingio.com/stack_analysis 

 

#MarTech #DigitalMarketing

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[FREE] 2017 Gartner SPM Magic Quadrant | Sales Performance Management | Calliduscloud

[FREE] 2017 Gartner SPM Magic Quadrant | Sales Performance Management | Calliduscloud | The MarTech Digest | Scoop.it

"Download the report today to discover how SPM leaders like CallidusCloud have had to:

  • Continue to evolve as commissions evolve. Yesterday’s solutions put sales operations leaders at a disadvantage. Today, they are growing to provide flexibility—making a direct impact on sales results.
  • Make territory management easy, fast, and intuitive. Managing territories off a spreadsheet no longer works. Leading territory management tools allow managers to change territories with speed and precision.
  • Provide sales ops with new ways to drive behaviors. Gamification gives managers additional ways to drive behaviors and improve the customer experience."
CYDigital/marteq.io's insight:

The report is behind a quick reg form.

 

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free. Go here: http://go.marketingio.com/stack_analysis 

 

#MarTech #DigitalMarketing

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Sales Metrics Cheat Sheet For SMB & Enterprise Business - Sales Hacker

Sales Metrics Cheat Sheet For SMB & Enterprise Business - Sales Hacker | The MarTech Digest | Scoop.it
Whether you're a sales leader in SMB or Enterprise, follow our sales metrics cheat sheet to guide your organization to success.
CYDigital/marteq.io's insight:

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free. Go here: http://go.marketingio.com/stack_analysis 

 

#MarTech #DigitalMarketing

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The Secret To Aligning Sales And Marketing? Make Pipeline The Shared Goal - Forbes

The Secret To Aligning Sales And Marketing? Make Pipeline The Shared Goal - Forbes | The MarTech Digest | Scoop.it
When marketers and salespeople are tasked with tightening the sales funnel and increasing conversions together, they have no choice but to cooperate. Reorient your teams toward pipeline growth in four steps:

1. Don’t point fingers.

2. Hold sales and marketing mutually accountable.

3. Implement account-based marketing.

4. Make product a part of the picture.
CYDigital/marteq.io's insight:

Still doesn't work. Why? The comp plan is uneven.

 

If you enjoy reading The MarTech Digest, then PLEASE retweet this:  https://ctt.ec/14RpG 

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free.
 Go here: http://go.marketingio.com/stack_analysis 

 

#MarTech #DigitalMarketing

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Four Counterintuitive Sales Strategies To Increase Leads And Drive Revenue - Forbes

Four Counterintuitive Sales Strategies To Increase Leads And Drive Revenue - Forbes | The MarTech Digest | Scoop.it
  • Avoid hiring sales stars. 
  • Don’t slash prices. 
  • Ditch the extra incentives. 
  • Provide top-notch customer support. 
CYDigital/marteq.io's insight:

It's all about the Comp Plan and Sales Training. Nothing else matters.

 

If you enjoy reading The MarTech Digest, then PLEASE retweet this:  https://ctt.ec/14RpG 

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free.
 Go here: http://go.marketingio.com/stack_analysis 

 

#MarTech #DigitalMarketing

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Sales Reps, Stop Asking Leading Questions - HBR

Sales Reps, Stop Asking Leading Questions - HBR | The MarTech Digest | Scoop.it
To maximize the power of consultative selling, we have to move beyond a simplistic view of solution selling. It’s not about grilling the buyer but rather engaging in a give-and-take as the seller and buyer explore the client’s priorities, examine what is in the business’s best interests, and evaluate the seller’s solutions. Asking questions is part of this engagement process, but there’s a right way to do it. Here are some important pitfalls to avoid:

Avoid checklist-style questioning. 

Avoid asking leading questions. 

Avoid negative conversational behaviors. 
CYDigital/marteq.io's insight:

Especially the last one. AVOID!

 

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free. Go here: http://go.marketingio.com/stack_analysis 

 

marketingIO: MarTech for B2B Marketers. Strategy, Software, Services, Support, Staffing.  Go here to submit RFQs: http://www.marketingio.com #MarTech #DigitalMarketing

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B2B Salespeople Need to Act More Like Travel Agents - HBR

B2B Salespeople Need to Act More Like Travel Agents - HBR | The MarTech Digest | Scoop.it
Having more information doesn’t always make it easier to decide. Consider what’s happened with travel: With the explosion of internet travel sites in the 2000s, consumers took charge of their own travel, and travel agencies hemorrhaged business. Fast forward to today. According to the travel and leisure marketing firm MMGY, the use of travel agents increased by 50% from 2014 to 2015. Why? Because consumers, overwhelmed by information and inundated with choices, are again turning to travel agents to take the work out of travel planning.

A similar sequence has happened with B2B buying. Just as with travel, a wealth of easily available information has made it possible for buyers to do much of the work themselves. By 2012, our research shows, nearly 60% of a typical B2B purchasing decision — researching solutions, ranking options, benchmarking pricing, and so on — was happening before the buyer even had a conversation with a supplier. But just because customers can research their purchase doesn’t necessarily mean the process is going smoothly. The torrents of information, expanding array of options, and growing size and diversity of purchasing groups are leading to a kind of purchase paralysis: Customers are taking longer than ever to make purchases, and abandoning them more often. At the same time, second guessing and post-purchase regret are on the rise, while loyalty is falling. As purchasing becomes ever more complex, it’s becoming harder and harder — and buyers are now looking for sellers who can make the process easy once again.
CYDigital/marteq.io's insight:

You mean meeting all the needs of the prospect before the decision? How unique!

 

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free. Go here: http://go.marketingio.com/stack_analysis 

 

marketingIO: MarTech for B2B Marketers. Strategy, Software, Services, Support, Staffing.  Go here to submit RFQs: http://www.marketingio.com #MarTech #DigitalMarketing

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croatiaholidays's curator insight, March 9, 2017 7:12 AM
Share your insight
MOS World 's comment, March 15, 5:53 AM

just want to appreciate your work. Excellent work, In other words we can say nicely executed. Keep sharing. Thank you.
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Determine the Sales Organization Model that is Best for You | Sales Benchmark Index

Determine the Sales Organization Model that is Best for You | Sales Benchmark Index | The MarTech Digest | Scoop.it
Download our 10th annual workbook, How to Make Your Number in 2017. Turn to pages 282 – 284 of the PDF to review the Sales Organization Design phase of the workbook. Here are the specific seven sales organization models demonstrated:
 
  • Stratification (big accounts, midsize accounts, small accounts in a pyramid)
  • Hunter/farmer
  • Geography
  • Product specialists
  • Vertical industry specialists
  • Role specialists
  • Hybrid (2 or more of the above combined)
CYDigital/marteq.io's insight:

And you can download it here (after completing a reg form): https://salesbenchmarkindex.com/features/featured-content-how-to-make-your-number-in-2017/report/ 

 

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free. Go here.

 

marketingIO: MarTech for B2B Marketers. Strategy, Software, Services, Support, Staffing.  Go here to submit RFQs. #MarTech #DigitalMarketing

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B2B Buyers Make The Case For Better Marketing And Sales Alignment - Forrester

B2B Buyers Make The Case For Better Marketing And Sales Alignment - Forrester | The MarTech Digest | Scoop.it
So the question remains…how prepared is your go-to-market organization to meet the needs of today’s B2B buyers? And what are you going to do if they are not? Start by allowing the lines between marketing and sales to blur to better serve your customers. Identify a couple of buyer-centric initiatives like social selling or account-based marketing and align marketing and sales compensation in more meaningful ways. Be open to new profiles and constructs.  Place the buyer at the center of your universe and seed more cohesion between teams.

CYDigital/marteq.io's insight:

It'll never blur until the comp plans are unified. FOLLOW THE MONEY!!

 

marketingIO executes your revenue-generating efforts with the right metrics and the appropriate reports. Contact us to learn more. #MarTech #DigitalMarketing

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We analyzed 25,537 B2B sales conversations using AI — here are the 5 things we discovered - Sales Hacker

We analyzed 25,537 B2B sales conversations using AI — here are the 5 things we discovered - Sales Hacker | The MarTech Digest | Scoop.it
Insight #1: The “Talk-to-Listen Ratio”

The average B2B sales rep spends between 65–75% of a call talking, leaving only 25–35% of the call for listening. 43/57 seems to be the golden ratio.

Insight #2: When, and How Often, Should You Discuss Pricing?

The data tells us pricing should come up roughly 3–4 times during a call(preferably after value has been established). When pricing is discussed too early in a call, less than 3 times, or more than 5 times, the odds of closing the deal tend to shrink.

Insight #3: Prospect Timing Signals

There is a positive correlation between winning the deal within your forecast, and the customer responding to the timing question with the word “probably.” When a prospect responds to your timing question with some variation of “We need to figure out X”, there is a negative correlation of getting that deal closed within your estimated forecast.

Insight #4: Use Risk-Reversal Language

When sales reps remove the risk of purchase by touting customer-protecting terms, the probability of closing the deal skyrockets by 32%.

Insight #5: Coach Salespeople with Real Calls
CYDigital/marteq.io's insight:

This is a MUST READ! CT and download the .pdf!

 

marketingIO’s Outsourcing delivers the vetted talent you need under your complete management and control. Contact us to see how. #MarTech #DigitalMarketing

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