Sales

18
Nov
Productivity  ·  Sales  ·  Sales Acceleration  ·  Sales Teams  ·  Sales technology
THE SALES ACCELERATION FORMULA | BRIEFLY SUMMARIZED

The world of business is getting more and more competitive and fast-paced with every passing day. Everyone’s on the quest for quicker and smarter sales. On the other hand, consumers are bombarded with a variety of brands and their products online. In such a competitive landscape with high customer expectations, it becomes challenging yet crucial to set ones sales and marketing strategy the best of the rest. That’s where the Sales Acceleration Formula comes in. 

Understanding Sales Acceleration

Simply put, Sales Acceleration is the process of blending the latest tech and proven strategies to expedite sales and boost efficiency. Whether it’s using AI to predict trends or tapping into advanced communication tools, Sales Acceleration is all about making businesses and sales teams more productive, keeping customers happy and satisfied, and achieving success in the tough market. 

Platforms like Zipteams exemplify sales acceleration by automating repetitive tasks. This automation grants sales reps more time to close important deals, build customer relationships, and get instant insights into leads.

Exploring the Sales Acceleration Formula

Mark Roberge’s book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million,” provides a comprehensive guide based on his experiences as the former Chief Revenue Officer of HubSpot. As its name suggests, the book emphasizes the power of data, technology, and inbound selling backed with practical insights, real-world examples, and a framework for businesses aspiring to accelerate their sales performance.

(The book is often considered a valuable resource for sales leaders, entrepreneurs, and anyone interested in understanding the principles behind successful sales acceleration.)

Broadly, Mark Roberge’s Sales Acceleration Formula offers a scalable, data-driven, and predictable approach to streamline the sales cycle with the end goals of revenue growth, and developing a dedicated sales team. 

In 2014, Roberge gave almost an hour-long talk at Google’s office in Cambridge about his book. 

Some Key Takeaways from the Talk

Image: Youtube/Talks at Google

  • While the ideal sales hiring formula varies among companies, the fundamental process of crafting this formula remains the same.
  • HubSpot’s successful sales hiring formula includes key traits: coachability, curiosity, intelligence, work ethic, and prior success.
  • Coaching salespeople is the most important thing sales managers can do.
  • It’s important to use quantifiable metrics for tracking the performance of each sales rep through the stages of the sales funnel.

 

The Amalgamation of Data and Technology

Image by Storyset on Freepik

A study by McKinsey and Company Shows that companies that are driven by data and analytics show 5%-6% higher productivity rates and profitability than their competitors. This compelling insight emphasizes the crucial role of data-driven decision-making, a key component of the Sales Acceleration Formula.

The role of technology has continued to gain importance today in the Sales Acceleration Formula as it aids in efficiency, precision, and growth in the sales process. Not only does technology help in providing data-driven insights, but it also helps majorly with lead prioritization, predictive analysis, real-time communication, email tracking, personalization, and so much more.

As businesses adapt, the Sales Acceleration Formula could continue to act as a guiding force, pushing them toward increased productivity, profitability, and lasting success in a competitive market. Given the constant rise in the demand for Sales Acceleration strategies and platforms, one can easily get the idea that the formula for sales acceleration will continue to shape the way businesses approach efficiency and growth.

Featured image by Freepik

by Sanchita


05
May
Conversational Intelligence  ·  Customer Conversations  ·  Customer Success  ·  Sales
The Power of Customer Data: Leveraging Insights to Drive Growth

Understanding Customer Data and Leveraging Them for Growth

Customer insight is a powerful tool that allows businesses to understand what their customers want and need. By analyzing customer data from various sources, including customer calls, businesses can answer key questions about product development, marketing, and overall customer satisfaction.

Gathering Customer Data in the Digital Age

In today’s world, businesses have numerous touchpoints for gathering customer data. From customer feedback to CRM software, there are many opportunities for businesses to collect and analyze customer insights. Even AI-enabled sales engagement platforms like Zipteams can be helpful in gathering and interpreting customer data.

Leveraging Customer Call Data for Success

There are several ways businesses can use customer call data to drive growth. One of the most important is to reduce customer churn by understanding why customers are leaving and making necessary adjustments to improve retention. Additionally, businesses can increase customer lifetime value by identifying opportunities to upsell or cross-sell to existing customers. By creating a customized customer journey that meets specific customer needs and preferences, businesses can further enhance customer satisfaction and loyalty. Finally, customer data can inform product development efforts, as businesses identify opportunities to improve existing products or create new products that will meet customer needs.

Using Zipteams to Streamline Data Analysis and Maximize Results

Zipteams is an AI-enabled sales engagement platform that can help businesses gain valuable insights into their customers and use those insights to make informed decisions that drive success. With Zipteams, businesses can better analyze and interpret customer data to inform their sales and marketing efforts, improve the customer journey, and inform product development. Particularly useful for reducing customer churn and increasing customer lifetime value, Zipteams is a powerful tool for businesses looking to leverage customer data and drive greater closures.

Integrations like never before:

With the increasing competition in the sales industry, sales teams need to have access to the best tools and technologies to stay ahead of the game. At Zipteams, we understand this need and have integrated our platform with leading calling software and sales hubs such as HubSpot. This integration allows sales teams to leverage the insights gained from our platform into actionable strategies that can drive unprecedented growth.

By using our platform in conjunction with HubSpot, sales teams can easily access important customer data and insights from both sources. This allows them to create personalized and effective sales strategies based on real-time information, improving their chances of closing deals and building strong customer relationships.

By analyzing and using customer call data strategically, businesses can create a truly unparalleled customer experience and stand out in a competitive marketplace. With the right customer data in hand, businesses can reduce customer churn, increase customer lifetime value, optimize the customer journey, and inform product development. When used effectively, customer call data is a valuable asset for businesses looking to drive growth and improve customer satisfaction.

by Rida


05
Dec
Customer Conversations  ·  Inside sales  ·  Sales
Keyword Tagging for Sales Team Enhancement

`Enhancing the sales team can be achieved through effective keyword tagging. This means categorizing and labeling important words and phrases to improve the discoverability and relevance of content.

An effective way to improve the effectiveness of one’s sales team is to adopt a thorough approach towards keyword tagging. This involves meticulously categorizing and labeling significant words and phrases in order to elevate the discoverability and relevance of all of your content. The better the tagging, the easier it becomes for customers to find the products or services they are actively seeking. This translates to a better rapport with your target audience, better customer engagement, and ultimately, a surge in sales.

by Rida


23
Sep
Conversational Intelligence  ·  Inside sales  ·  Sales  ·  Sales technology  ·  Virtual sales  ·  Virtual selling
Conversational Intelligence Software for Improving Inside Sales Team Performance

For any business organization, the ultimate motive is to optimize its profit, and for that to happen, they focus on increasing sales. A sales leader can accomplish a wonderful job by improvising marketing strategies and leveraging marketing technology. The challenge is to outsmart others in planning and application and for that, staying up-to-date with modern trends and technology is strategically and statistically important. This is where Conversational Intelligence Software for Improving Inside Sales Team Performance comes into play.

Customer Conversational Intelligence Software

Technological advancement ushers you into a new era of customer engagement through intelligence software. Zipteams, with its artificial intelligence-embedded software, drives you to your goals in a simple and straightforward way.

Conversational intelligence software provides AI-based data-driven insights. It records, stores, and analyses data. This tool helps in effective sales communication. Though often used in sales, the tool has every making to benefit a large number of people from other professions, including consultants, job recruiters, engineers, marketers, and many others.

Conversation intelligence software is deployed to analyze texts or speeches by delivering data-driven insight into your business-oriented conversation with customers.

The software imbibes information and shares the same with CRMs, data analytics, ad exchanges or platforms, and different other niches of your business with a clearly outlined objective of improving real-time interaction between your inside sales teams and identified customers.

Regular conversation is a reality around your business. From micro assessment to macro analysis, the conversation is the fulcrum of your day-to-day business operations and decision-making. But the sales team and customer care service are in direct and daily touch with customers, more than any other wing of your business. Hence, most of your business-centric conversations happen at this level. It would be a pragmatic and profitable idea to capitalize on customer conversation through the deployment of conversational intelligence software.

The purpose of deploying conversation intelligence software is not to create a gold mine of information but to enable data filtration for your company’s optimum benefits.

Conversational Intelligence Software for Improving Inside Sales Team Performance

There are several ways Zipteams can help your inside sales representatives with its conversation intelligence software.

CRM Integration: If the conversation with customers is highly valued by your company, it should focus on CRM (Customer Relationship Management). CRM allows you to view and save leads but on the flip side, provides no clues to the reasons for non-convertible leads. Conversation intelligence integrated with CRM can generate feature-dense data to prompt actions beyond deciding whether to follow the lead.

Productivity Improvement: Taking and reviewing calls are time-consuming. On top of that, miscommunication and misinterpretation are very common while sharing information about customer conversations, especially when meetings go on for hours.

Conversation intelligence software allows your sales team to review previous calls through automated conversation transcribing. It provides data about workable facts and centralizes every bit of information for all to view.

Enhanced Customer Satisfaction: Customers want your sales team to hear and appreciate their opinions. With Zipteams’ software embedded into the system, it gets easier to pay attention to every individual voice, identify valuable opinions and turn these into information to be acted upon later.

With conversation intelligence software, you can give your customers a strong feeling that their opinions are assessed and valuable insights are appreciated and accommodated. It will make them happy and one always knows happy customers automatically drive sales growth.

by Rida


25
Feb
B2B Sales  ·  Sales  ·  Virtual sales  ·  Virtual selling
Top 3 skills B2B Sales Teams must learn in 2023

Tim Gibbons is the Managing Director of Hoolock Consulting Limited. He is a very seasoned sales leader and expert who has authored the book “The Equation of Sales”. Read on to know what he has to say on the changing dimensions of sales teams in the B2B space.

Two years ago, I had never even heard of Zoom. I had a license for GoToMeeting as I had realized that, with customers spread over Europe, I needed a way of interacting with them at times. However, these interactions only happened remotely once I had built a relationship with them in person. I never set out to build a relationship from scratch via remote interactions. However, with home working becoming more normal, we need to be able to build relationships without even shaking hands.

There are two main aspects of remote interactions that I believe we need to improve and they are quite different. The first is the ability to get to know a person, not just their business persona. Relationships are between people and we need to know people which means making small talk before a meeting begins. In-person, this is usually easy as we walk to and from a meeting room. We have the chance to talk then and ask non-work-related questions. This is a really important part of getting to know our customers and when we interact online, there is a tendency to just jump straight into the meeting without having this chat. Try to find a few minutes at the start of every meeting to get to know your customer as a person and it will pay dividends in the long run.

The other aspect of improving our remote interactions is at the other end of the spectrum when we are making a presentation. Quite often, we cannot see our audience either because of our setup or because they have turned their cameras off. This makes it extremely difficult to judge their reaction to what we are saying. When we present in person, we can get immediate feedback on what we are saying from looking at our audience. Without that, it can be very difficult. Try to build interaction into your presentation, stop regularly, and ask questions or solicit feedback. Keep the audience engaged. Keep the presentations as short as possible and try to spend more time asking questions at the end.

With so many people working from home, it can be difficult to make contact with people except via email. To stand a chance of getting a response, we need to make our message personal and thought-provoking. Sending the same message to ten people is not likely to work. It needs to demonstrate that you have at least thought about the possible needs of your potential customer in a specific rather than a general way.

You then need to tell them something that they are not likely to already know. This is crucial to persuading them to change. Your customer is likely to be able to run their business without your product. They are functioning today and are likely to be able to function tomorrow without it. If you want them to buy your product, you first have to persuade them to change something. This might be a process or system or just the way that they think about a problem.

Whatever it is that you tell them, it has to be focused on changing their mind, not on your product. Your customer will have to be made to feel unhappy with their current setup such that they go looking for a solution to fix it. Assuming that you have told them relevant information, your product should be the first thing that comes to mind when they decide how to satisfy their needs. So, when you do contact a customer, focus on changing their mind rather than selling your product.

Follow Zipteams and be a part of our sales community and get some tips from experts like Tim every week.

by zipadmin


19
Feb
B2B Sales  ·  Sales  ·  Virtual sales  ·  Virtual selling
5 Pitfalls to avoid while doing your B2B Sales virtually

Even the most talented salespeople may struggle to adjust to their jobs’ new, virtual nature. Selling online or Sales Virtually is not the same as selling in person. While the fundamental fundamentals remain the same, you must account for new and varied hurdles when it comes to closing digitally and concentrate on overcoming the following obstacles:

1. Less Preparedness

The majority of virtual sales issues stem from a lack of the necessary preparation. Creating rapport during virtual encounters is one of these problems, but even the most essential personal connections are altered during virtual meetings.

  • Before the pandemic, most salespeople had little or no experience working from home.
  • Virtual communications alter fundamental components of social interactions. It would help if you dealt with a new challenge: responsiveness and visual accompaniment.
  • Virtually, overcoming distractions is more challenging. On both sides of their computers, salespeople must deal with new types of distractions.
  • Even the greatest of the best are incapable of “winging it.” When you interact through a virtual meeting, you lose many intuitive abilities.

You can research well about the people you are about to meet on a virtual call. You can go through their LinkedIn profiles to try and understand their background.

2. Rapport Building

To close a sale, you’ll need to dig up a lot of information. 

  • The ice wall is there, and the first thing it prevents is the information you need to accomplish your job.
  • It takes a lot of effort to get your customers to open up to you. In a virtual meeting environment, sellers must understand how to make prospects more responsive.
  • A lack of receptivity is natural, and sales reps will struggle to distinguish between face-to-face encounters and virtual sales dialogues.

It would be best if you learned about your prospects’ anxieties, wants, and desires, as well as the factors that influence their decisions. Gaining rid of ambiguity and getting the answers you need gives sales a new lease on life. Also, you can be candid with your conversation if you want to build a rapport with your clients.

3. Technology Issues

Technical knowledge wasn’t always a critical prerequisite in the sales profession. Still, now it is — you must handle virtual meeting platforms and tools and successfully execute presentations and processes.

  • Teleworking was an advantage enjoyed by only 5% of salespeople before the coronavirus. Only a few handfuls had access to this option.
  • Strong virtual sales performance today necessitates the deployment of effective technologies.

You can use a whole set of tools to engage virtual customers and create rapport, but you must master:

  • The Virtual Presentation as an Art Form
  • Making a Slideshow
  • Obtaining E-signatures and presenting digital contracts
  • Email and text message sequences for automated follow-up
  • Zoom Backgrounds for Professionals
  • Audio and video

Sales take on a new dimension when you represent yourself in virtual media. You’ll need a strong online presence as well as knowledge of new technologies, tactics, and how to establish trust in a new virtual world.

Many salespeople haven’t been taught how to best stack the odds in their favour in this new technological era. This leads to humiliating errors that would be unimaginable in a typical sales setting. It is important for you to learn to use some tools that might aid you in conducting a virtual meeting.

4. Difficulty in organizing your sales meeting

Prospecting salespeople may not have much difficulty in this area, but many sellers find it difficult to “get in contact” on the spur of the moment. Right now, most clients are busier. The initial hurdle — getting to talk in the first place – has changed due to the new status quo.

You’ll have to be more inventive as a salesperson if you want to get your “foot in the door.”

A modern salesperson’s toolkit should include the following:

  • Offering and offering a solution to clients’ difficulties
  • Using the phone, SMS, or email to get a decision maker’s attention
  • Knowing how to communicate effectively via email will help you get your foot in the door.
  • Video Sales outreach videos for prospecting

5. Problems in Relationship Building and Collaboration

Working remotely necessitates a sales team’s adaptation to virtual relationships. It takes a team to adapt to this virtual selling environment. Many teams have never experienced full-time remote selling from a home office, let alone remote teaming and collaboration. 91% of sellers feel that gaining the attention of the buyers and engaging with them virtually can be a considerable challenge.

Providing sales teams with the tools they need to perform at their best while working remotely necessitates both teamwork and technology. This problem necessitates current solutions that keep salespeople on track, provide helpful feedback to their sales team, and encourage the ongoing improvement of their sales skills and process. Also, once you start conducting all of your calls virtually, you will start understanding relationship building.

Conclusion

Virtual selling is a novel experience that presents new obstacles and necessitates acquiring new sales strategies and skills. But there’s no reason it should get in the way of your achievement. New sales training options can help sales leaders and reps enhance their virtual selling talents. While virtual selling makes many sales parts more complex, it also opens up new possibilities.

Reach out to us on Zipteams to get started with the best ways to sell virtually.

by zipadmin


11
Feb
B2B Sales  ·  Remote selling  ·  Sales  ·  Virtual selling
The Evolving Space of B2B Sales Post Pandemic

Introduction

The COVID-19 pandemic compelled B2B buyers and sellers to go completely digital. What began as a crisis response has evolved into the new normal, with significant consequences for how buyers and sellers conduct business in the future.

Ninety-six percent of B2B sales teams have moved to a partially or entirely remote work environment. The remote model is considered more effective by 65 percent of B2B decision-makers than the manner of doing business before the pandemic. And economies such as India and China have led to this tremendous shift in scale.

Ways in which B2B sales have changed post-pandemic

The emergence of Virtual Selling

Although COVID continues to harm world health and economical production. It has helped establish the virtual environment as the preferred selling and conducting business. Furthermore, 65% of decision-makers say the new B2B sales remote-friendly workplace is as effective as or better than the pre-pandemic atmosphere.

Because it’s easier to plan meetings and persuade a prospect to agree to an appointment, distant post-COVID sales are more effective. There’s not much a prospect needs to do to prepare for a virtual meeting. And there’s no risk of virus transmission. As a result, you’ll be able to schedule more sales meetings and convert more prospects into the next sales funnel stage.

B2B Customers Now Prefer Mobile Sales & Service Options

Interesting research points to a shift in customer preferences in the B2B arena. Since the pandemic, for example, there has been a 30 percent preferred rise in using mobile apps to place orders and a 250 percent total increase in mobile ordering. B2B clients, like consumers, have grown accustomed to utilizing smartphones and tablets for basic purchasing and service needs.

Many customer relationship management (CRM) software solutions allow you to manage mobile-friendly sales campaigns straight from the CRM system or via connectors. You may appeal to mobile users by ensuring sure your website is mobile-friendly. So they can read and browse your site without needing to be on a desktop computer, in addition to using text and email marketing as part of a good sales plan.

More B2B Sellers Are Tapping Social Media for Customer Insights

As a result of the instability in B2B sales induced by COVID-19, more B2B enterprises are now adopting social media to understand their customers’ wants and needs better. Forty-eight per cent of B2B executives say they use social media monitoring for insights, making it the second-largest means of obtaining data, trailing only 50 per cent of B2B executives who say they use sales teams to get feedback.

New tools and technologies have emerged.

Online shopping has gained momentum, and even B2B buyers are now shopping all the raw materials and parts online. In different parts of the world, even robot deliveries have emerged. All of these are getting supported by a robust logistics system. Digital and contactless payments have also emerged in the B2B space and are rapidly becoming a norm of the industry. Tele transactions are also increasingly becoming popular as the personal touch is decreasing. Technologies such as Big Data are also finding their way into the Business-to-Business space, and several companies are now using them to optimize the production of goods.

Relationship building is made easier across geographies.

With tools like predictive analysis and the usage of AI and ML, human interactions have become much more straightforward. Businesses can now get into contracts with other companies from different parts of the world. The pandemic has aided remote technologies that have brought the world much closer than before. These have made geographical boundaries smaller and now leading to stronger relationships between the buyers and the sellers.

Conclusion

For B2B firms, post-COVID sales trends have an impact on everything from the software they need to utilize to the methods and tools they need to improve and facilitate the customer experience. Your firm can turn what appears to be a protracted period of uncertainty into a tremendous chance to drive business growth if you have the correct information, tools, and adaptability.

by zipadmin


04
Feb
B2B Sales  ·  Sales  ·  Sales technology  ·  Virtual sales  ·  Virtual selling
Why is Virtual Selling Becoming the New Way of Selling?

What is Virtual Selling?

The sales industry is going through disruption, and the pandemic has aided the disruption. Several virtual selling platforms have emerged and are doing quite well. However, before we understand the benefits of virtual selling, let’s understand what virtual selling is. Any facet of the sales process where internet technologies have supplanted the traditional in-person selling is referred to as virtual selling. So, instead of traveling salespeople, we now have inventions that eliminate the need for any travel at all.

It goes by many names, including ‘remote selling,’ but the essence of virtual sales is simply the instruments created for the modern online world. Tools originally meant for social or family gatherings are now being used in the workplace. Virtual selling is being preferred by salespeople too. When asked how they want to work in the future, 91 percent of salespeople stated that they do not want to return to the office full-time.

Reasons why Virtual Selling is Becoming Popular

There are several reasons why virtual selling is gaining popularity. Some of the benefits that virtual selling brings along are as follows:

Access to Global markets

By employing technology to reach more clients, effective sales professionals are establishing a broad approach to the market, given that the emerging economies’ proportion of Fortune Global 500 businesses will undoubtedly climb to about 45 percent by 2025. This approach is swiftly becoming imperative. Simply put, tomorrow’s growth will not resemble yesterday’s growth. According to the same study, emerging markets will account for almost 70% of the companies expected to attain a revenue of $1 billion or more.

This method can be implemented by sales organizations using a distance selling approach. To do so, you must go beyond conventional thinking, which aims to match the sales opportunity with the sales expert who is nearest to the customer geographically. Instead, leaders should select the salesperson with the skill set and expertise best matched to the customer’s requirements, even if that salesperson is located in a different location. 

Aligns to the Changing needs of the customer

It’s vital to keep track of the customer’s shifting needs to close the deal. It’s tough to do so when salespeople have to coordinate schedules, make travel arrangements, and deal with unanticipated customer availability changes. Many of these issues are addressed by virtual selling, which creates an environment in which meetings can occur whenever needed.

The complexity of identifying the customer’s primary concerns and goals increases as the pace of change accelerates. As a result, salespeople must have “situational fluency,” or the ability to talk about each buyer’s business concerns, what’s causing them, and what competencies are required to overcome those issues. Using the immediacy of a virtual engagement properly requires developing this fluency.

Takes an agile approach

Rather than sticking to a single plan, an agile model emphasizes cooperation and adaptability to change. This fluidity is a fantastic fit for the customer’s dynamic purchase journey. It includes movement that starts, stops, and even reverses. Customer communications no longer follow a logical path in this situation. Questions about needs, floating ideas, and positioning values are intertwined in every client conversation. When it comes to selling, agility implies being able to flex. And use a variety of abilities when and when you need them.

Because it maintains communication during the key moments between traditional in-person encounters, virtual selling matches this paradigm, and sales professionals have an opportunity to study the buying elements that influence the customer’s purchasing decisions during these crucial “in-between” periods.

Accelerates the process of trust-building

By using the immediacy of a virtual connection to promote more encounters, virtual selling skills assist salespeople in reaching this level. Sales professionals who understand how to best use the virtual medium are always ready to jump into a debate with a group of stakeholders and become influential voices. This increasing connection frequency serves to erase the conventional divide between stakeholders and salespeople. A virtual presence enables consistent communication, essential for creating and sustaining the confidence that precedes every sale.

Conclusion

It’s safe to say that virtual selling is here to stay. Salespeople who learn to sell online will benefit both now and in the future. Current conditions are redefining what will be considered normal in the future. If you need more information on how to sell virtually, you can visit Zipteams. We can assist you with everything on virtual selling!

by zipadmin


09
Jan
B2B Sales  ·  Sales  ·  Sales Teams
Plan your 2022 sales learning path as per your budget

Introduction

2022 will be a very crucial year for most of us wanting to recover back from the pandemic woes and set ourselves up for success in the new normal.

There are many things dynamically changing in the post-pandemic world. Lots of professions and jobs will require new skills, tools, and technologies. So, we have to adapt to the needs and advantages of a hybrid work environment. Specifically for sales, the pandemic has been very challenging. Yet most selling teams have found their ways to beat the lockdown limitations. They have been able to continue to grow their sales continuously.

The new dynamics of virtual selling are going to further disrupt the sales cycles in 2022 and beyond. And to make sure we are up to it, sales professionals would need to create their own learning paths to continue to adapt and grow.

Here are a few learning programs and courses. Therefore, these could be really helpful for you to plan your sales learning path for 2022:

Free Courses

1) Sales Training: Building Your Sales Career – Learn about the fundamentals of inside sales and how to sell with a consultative mindset. Enroll Now

2) Connecting with Sales Prospects – Learn how to run high-impact meetings, ask better questions and handle objections. Enroll Now

3) Sales Prospecting and Lead Generation – Learn the tools and techniques used in sales prospecting and lead generation. Enroll Now

4) Boosting Productivity through the Tech Stack – Learn to enhance your productivity and streamline your workflow by enrolling in the Boosting Productivity through the Tech Stack including CRM & Sales Intelligence Tools.

Enroll Now

Paid Courses (Under $100)

1) B2B Sales, LinkedIn Lead Generation & Cold Email Sales – Business to business high ticket sales and marketing to sell to large companies, generate leads, and large customers Enroll Now

2) LinkedIn Sales Navigator: LinkedIn’s tool for B2B Sales – LinkedIn Sales Navigator best remote practices for the LinkedIn premium service for business development and B2B sales Enroll Now

3) B2B Sales Objections Simplified B2B Sales Skill – Learn How to Handle the Most Common Sales Objections, Over the Phone and in Person! Enroll Now

4) Executive Presence on Video Conference Calls – Expert advice to look and sound confident, collected, and smart on your next conference call or video presentation. Enroll Now

Paid Courses ($100 – $500)

1) Online Sales Pitching – Practice how to deliver successful video-based sales pitches on Zoom, Skype, Webex, Teams, and more. Enroll Now

2) Managing Sales Armies – Post-Covid (Indian Institute of Management, Kozhikode) – Learn how to enhance the productivity of the sales force. in the post-covid world.

Enroll Now

Paid Courses (Above $500)

1) Mastering Sales: A Toolkit for Success (Kellogg School of Management) – Get ready at a moment’s notice for any sales conversation or opportunity to connect with a customer. Enroll Now

2) IMPACT Selling (Brooks Group) – Six simple inside sales steps that then you can easily remember and apply to every opportunity. Enroll Now

3) Virtual Selling – How to Build Relationships Online (Dale Carnegie) Enroll Now

Well, this is not the most exhaustive list. But definitely something you can get started with planning your 2022 sales learning. We may have been able to put up the best courses that we know here. Do comment and recommend sharing some of the courses you have found. It will be great for the benefit of the larger sales community.

Let us all learn and grow into the new normal together in 2022. Cheers!

by zipadmin


21
Dec
B2B Sales  ·  Sales  ·  Virtual sales
A sneak peek into B2B Selling in 2022

Introduction

Selling will always continue to be the most dynamic function in an organization considering the inherent nature of it to be always outward-looking. Every external variable and stakeholder, most importantly the buyer, the distribution network, the suppliers, or the overall macro environment as a whole impacts the way you sell. We already have seen how swiftly we had to adapt to the business environment changes that the pandemic brought in the last couple of years.

If there is one thing we have learned in the last couple of years, especially for those in the profession of selling is to keep an eye on how the external world is changing and prepare ourselves for the future. At this moment, it seems 2022 will continue to have uncertainties, but with the learnings we all have had, we are much better prepared to manage them and rather convert them into opportunities for growth.

Here are 3 key B2B selling trends which will drive growth in 2022 despite all odds.

1. Intelligent Prospecting

Prospecting has not remained the same with the buyers much more informed and researched about most of their purchase needs. Also, with the increased competition, getting time and mind space with the buyer has become now the biggest challenge for sales teams.

A recent Hubspot study gives some alarming numbers on the changing buyer preferences around the way we do prospecting today. As per the study, only 24% of sales emails are opening, it takes an average of 18 calls to actually connect with the buyer and the worst of it is that at least 50% of your prospects are not a good fit for what you sell. What it essentially conveys to us as sellers is that we are wasting a whole lot of time on prospecting which is not productive at all.

The answer to this in 2022 will lie in bringing a lot of intelligence to our prospecting process and with the dynamic world, we are living in, learning from our results every day. Mapping the persona of your customer is the most important step here, the more specific and focused you are on your targeting consumer, the more optimal will be your prospecting time and costs. As you grow, you should also look for specific prospecting tools available in the market which will help you do intelligent targetting.

2. Virtual Selling

As per the 2021 Linkedin State of Sales Report, 55% of buyers say that working remotely has made the purchasing process easier. This is only going to go upwards as more and more buyers find time, productivity, and faster turnaround benefits while making their purchases virtually.

Essentially, that means that sales teams and organizations need to change their selling processes, technologies and learn some of the new skills to adapt to this evolving buyer preference. While most teams have got comfortable with using video conferencing tools, engaging the buyers over remote calls and making sure that a personal connection with the buyers is established is a continuous challenge for sales teams.

Virtual Selling Platforms and Sales Intelligence tools are the newbies making their mark here and will become a must need in 2022 for any salesperson talking to a buyer remotely. Spending some more time on buyer research and their personas will ensure the relationships do get develop even over these virtual calls.

3. Nuanced Objection Handling

No matter how good your product is or how competitive your pricing is, in today’s world everyone prefers a buying experience that is wholesome and generative for them. In a B2B selling scenario, this becomes further important as business professionals involved in a plethora of meetings today want to optimize their time and maintain their focus on productive outcomes in everything they do

Essentially this means you have to ensure that you study your buyer purchase process and make your selling attuned to it. More and more buyers are preferring to spend their own time on research before they start meeting partners and where they want to have their specific business nuances to discuss. If and only if you are able to satisfy these buyers’ problem statements in your selling approach, you get time further with them.

The challenge for sales teams in 2022 will be to ensure that they are able to elevate themselves from giving standard sales pitches to personalizing their approach for different types of buyers and also to have an objection handling repository and technique to maneuver a more researched and knowledgeable buyer.

Conclusion

The world of buying and selling is moving fast, buyers are evolving in their purchase approach and process, it is time for selling teams to meet them where they are and not lagging behind. 2022 is a perfect opportunity for sales as a profession to climb up the ladder in terms of intelligent value-selling.

We at zipteams.com are building the perfect platform for the future of selling. Do reach out to us to take a leap with your selling in 2022.

by zipadmin


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