The B2B sales environment has never been more challenging, with economic forecasts predicting the loss of B2B sales roles over time with the introduction of intelligent technology. But what’s really going on in B2B sales and is there reason for concern?
The Sales Leader
Complex B2B sales is evolving at a rapid pace, however the approach to recruiting sales talent is not. The increase in complexity means that B2B sales is becoming increasingly systemised and sales leaders need to reconsider the talent profile of their ideal candidate.
B2B sales has changed significantly over the past few years, as B2B buyers have changed the way they buy.
With the innovation and general use of automation technology, account-based marketing (ABM) has become far more affordable and accessible in the Australian sales climate.
The number of players in the sales technology (SalesTech) space continues to grow exponentially reflecting a vibrant industry. The influx of new entrants is not stopping. The SalesTech landscape now includes 950 participants, up from 830 just 12 months ago.
Once you’ve employed a new salesperson, what do you need to get them up to scratch in their role and set up for success?
Sales coaching is critical to any sales team’s success, but it can be difficult to get right. Here’s some things to consider to ensure your organisation hits the mark.
Business coaching has become mainstream across organisations in recent years. Coaching is considered a crucial development and performance tool for any high-performing role and, if applied effectively, coaching gets results.
Once upon a time being ‘in sales’ meant cold-calling prospects, relying heavily upon your innate charisma and charm, persuading the prospect they needed your solution and trying to close a deal.
For many organisations, lead generation is one of the most challenging elements of their broader business development program.