When it comes to the sales call, the selling company must meet the buyer where they want to be met. Now I’m not just talking about the coffee shop, or the sales presentation itself, but at every level of buyer expectation. Today we’re explaining how SKURA Sales Enablement software puts the buyer’s desired channel, knowledge, and decision journey stage in focus.
Topics: mobile sales force, sales enablement, multi-channel engagement
Blog #5 of #5 in our Peter Ostrow Guest Blog Series
Answer this question: is your sales team inside or outside? If you hesitate before mentally responding, you’re in good company.
Over the years, my Sales Effectiveness research has seen a steady blurring of these traditional job roles, as work/life balance employment trends, ever-cooler handheld devices, and lightning-fast connectivity have dramatically changed the landscape of B2B selling. Traditionally, enterprises employed low-cost or entry-level staff to smile-and-dial their way toward qualifying leads for the field, and showered their high-flying outside reps with all the goodies that accrued to coffee-drinking closers. The line between the personas was clear, although proactive sales leaders were wise enough to build a dues-paying, promotional path between them for the strongest inside sellers to graduate to the field.
Topics: mobile sales app, mobile sales force, sales enablement, mobile sales technology, Adaptive Sales Enablement, sales empowerment, sales process, sales and marketing process, marketing campaigns
By: Michelle Clark
Topics: mobile sales enablement, analytics software, digital detailing, digital sales, mobile sales force, sales force, salesforce
Tips and advice on improving sales performance and delivering an excellent customer experience. Keeping you informed, educated and in-the-know about Sales Enablement and SKURA.
