Archives for Tag “Sales”

3 Essential Steps to Long-Term Behavior Change

August 11th, 2017
Behavior Change is daunting like climbing a mountain.

Behavior change is very challenging, and—like climbing a mountain—requires a fair amount of physical and mental training. It almost always makes no difference if we have an intense desire for change.It also doesn't matter if the will for change is internal (such as changing your daily routine to do more sports to get in shape) or comes from external sources (when a doctor...

5 Trends in Channel Enablement

As the pace of digitalization accelerates, so too must channel enablement while constantly reinventing itself so that vendors and partners can keep an edge over their competitors. Every time technology has changed, the lingo and topics that enablement has focused on needed to change along with it.Back in the beginning, channel organizations only sought out trainers for a handful of topics and...

Social Selling: 3 Crucial Yet Ignored Strategies

April 19th, 2017

You know the statistics. 75% of B2B buyers turn to social media for advice on their buying decisions. They’re also five times more likely to engage in the sales process if you share a mutual connection. Therefore, after carefully crafting your personal brand on LinkedIn, identifying target audiences and specific buyer personas, and positioning yourself as an advisor and industry thought leader...

Please welcome – the Social Buyer!

Social Selling has often been discussed in recent days. But when sellers are becoming more social, isn’t it obvious that buyers are as well? Do you know what it means to you to talk to a social buyer? Here is my round-up of stepping into the shoes of a social buyer. Discover what behaviour and expectations are typical for this new generation...