Only 15% of sales calls leave executives with enough valuable information to make the decision to buy.
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Successful organizations often function like a well-oiled machine. Typically, there has to be a general understanding of what it will produce at any given time under a set of circumstances. This is almost like science, black and white, but ready to adjust for new conditions, able to adapt and improve with technological advancement.
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Topics: sales enablement, Adaptive Sales Enablement, sales enablement strategy
In 2014, over 60% of companies will fail to hit their revenue targets.
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Topics: sales enablement, content marketing, sales process
Annually, 34%-38% of companies have stated they have an accurate perception of their reps throughout the company. Over the last 18 months, reps have stated that 60% of their relations with prospective clients have stayed the same. To understand how to improve sales enablement and client relations, first begin by understanding your sales force.
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Topics: sales enablement, clm tools
Discovery can be one of the most powerful tools you offer to your potential customers. The act of discovering fosters excitement, curiosity and interest. Build that energizing experience around your product and you have a recipe for an engaging sales cycle that ends in closing a deal.
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Over the years, many effective salespeople have learned to collect and withhold their best sales tactics to improve their own sales performance and meet their own quotas. If they’re feeling especially charitable on a particular day, they may give insights into what’s working for them to their closest colleagues.
It’s a feeding frenzy approach, where every sales person is on his or her own, forced to run, fight and bite to win a sale. If you give big enough bonuses to “top dogs” and create enough fear in low performers, this approach may work for some time, but it’s not conducive to real sales force growth. Sales team contests are not real sales enablement tools.
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Topics: mobile sales enablement, sales enablement technology, real sales enablement, sales enablement tools
We have all heard the saying “You have to learn to do more with less”. Nowhere is this truer than in the sales organizations of pharmaceutical companies around the world.
Recent trends indicate that most Pharma companies are decreasing the sizes of field sales organizations in an effort to save costs and drive efficiencies through their businesses. However, despite the “downsizing” of the sales team, the expectations of performance and customer engagement placed on the smaller teams continues to increase.
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Topics: pharma sales and marketing, pharma sales
