In this episode, panelists provide valuable perspectives and advice on changes in customer buying behavior. The panel includes John Thackston, Vrahram Kadkhodaian, Tom O’Connor, and Jonathan Leaf.
In this episode, our panel of sales and marketing leaders provided valuable perspectives and advice on aligning sales and marketing to drive results. Panelists included Jim Grass, Mike Finke, Phyllis Millikan, and John Thackston.
In nearly every client and prospect meeting, we are asked about the top trends impacting B2B sales right now. Over the last year, we have seen the top 4 B2B sales trends to be:
- The Internet of Things (IOT for short) and the Digital Economy
- Centralized or De-centralized Sales Organization Structure
- Efficiency vs. Effectiveness
- Social Selling
These trends impact the ability of sales organizations to deliver revenue, margin, customer loyalty, and customer satisfaction. They not only impact sales leaders, but also impact all levels of the sales organization. Sales people should be aware of the trends impacting decisions by their customers. Sales leaders should be aware of the trends that impact them internally and externally.
A Letter from the President
Welcome to our inaugural newsletter, The SOAR Report. To SOAR means to ascend to new heights of performance and this newsletter is all about how to SOAR. One of the things our clients enjoy most is learning how we are driving results with other companies. In fact, just last week we had a call with a client that completed a first phase deployment of a value-creation focused customer engagement approach. The results were terrific to hear with over $1.5 million in new opportunities generated in just 60 days. The real change that we saw was in the conversation, with a shift in focus to customer value creation. This example and many others like it are results-driven changes in the market place we want to share with you. We have been privileged to work with thousands of sales leaders across the globe and have had the opportunity to learn through these unique experiences.
Social networking has moved beyond our personal lives. It is a tool for engagement and relationship building. We see B2C brands using social media regularly, but it has also become a legitimate selling strategy in the B2B arena.
Here are 5 reasons to use social selling in B2B environments:
A Culture of Curiosity Requires Gathering the Naturally Curious or Establishing an Environment That Fosters Curiosity http://bit.ly/2y7JWp5 #innovationleadership #leadershipdevelopment #salesmeetings
Cascading the Sales Strategy | Actions the Best Sales Leaders are Executing Now for Next Year | Part 2 http://bit.ly/2zi471t #salescompensation #strategyandplanning