Calculating ROI on Technological Investments: More than a Simple Equation
With 44% of businesses planning to increase their technology spending in 20201, investing in new technology is an absolute must to stay ahead of the game. Technological investments aren’t just important for staying competitive, they also are crucial for keeping your customers secure, staying compliant with government regulations, and improving sales and brand reputation. In […]
Nailing the Omni-Channel Experience in Complex Sales Environments
“Customers don’t think in channels, but businesses do.” – Thunderhead Since the Internet became a thing, it has been the retail and brand giants – think Disney, REI, Sephora, Starbucks – that have dominated the omni-channel sales experience. More traditional companies selling complex products with multiple decision points, typically through an intermediary like an insurance […]
Next-Generation Sales Enablement
Enabling Customers To Make Smart Decisions: Next-Generation Sales Enablement Buyers today have more information at their fingertips than ever before. They’re more informed, connected and empowered. And despite growing focus and commitment to accelerate companies’ understanding of their customer targets, both traditional and emerging sales channels have struggled to keep up. In 2018 only 54% […]
Packing Parachutes for Go-To-Market Sales Success
As trends continue to emerge linking smart data with smart people, we are more connected to – and by – more information than at any other point in human history. This should give savvy buyers and equally savvy sellers a clear advantage in a noisy marketplace. We have found in our research that 67% of […]
“I Will Make Fewer Bad Sales Hiring Decisions This Year”
SalesAdvantage Mantra #1 Hiring, cultivating and retaining top sales talent is essential to any B2B-oriented company’s overall health and success. It’s undoubtedly worth millions to even the smallest companies’ top and bottom lines. SO WHY ARE MANY OF US SO AWFUL AT IT? Harsh? Maybe – but it might not be that far off. Close […]
Stop Competing On Price
5 ways to rise above commoditization. Obviously, price plays an important role in how current and potential clients or customers compare you with competitors. However, there are several ways you can reduce the role price plays, allowing you to maintain or increase your current margins, even in a competitive marketplace. People will not hesitate to […]
5 Sales & Marketing Principles to Overcome Market Challenges
Your marketing team is generating awareness and interest in your product or service, up to the point where sales enters the process to convert interest to a deal. But the line where marketing ends and sales begins is vaguely drawn, causing confusion, and sometimes debate, between the two. Which can disrupt your results, especially when […]
Digital Recruiter is THE Tool
It’s a feeling. The vibe. The atmosphere. The sense of opportunity—of what could be. It’s a vision of their dreams coming true that leads them to your university. But it’s you — the person who helps them connect to campus from a distance — that helps them see that they can pursue a degree they […]
7 Reasons To Use A Mobile Sales Kit
By equipping your salespeople with a tablet-optimized sales kit, fully loaded with presentations, calculators, and videos, you and your sales team will be more confident in every sales situation. 1) Deliver consistent messaging. From the most experienced salesperson to the greenest rookie, every member of your sales team (including those who aren’t salespeople but sometimes […]
The Power of Empathy
If you want to get someone to do something, you have to first get them to think it’s a good idea. And to do that, you have to understand how they think. It’s called empathy, and it’s the ability to understand how others think and feel. To see the world through the eyes of someone […]