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A seismic shift from selling to buying

The Closer - A seismic shift from selling to buying
INDUSTRY NEWS

A seismic shift from selling to buying

At first glance, Sales seems pretty straightforward. Your company has a product, and the salesperson sells it. End of story. Except it’s not. Selling today requires sellers to meet buyers where they are in their journey – and provide value along the way as a trusted adviser. According to Ed Calnan, the co-founder and CRO of Seismic, “selling has changed to buying.” One might say that it’s a seismic shift. But Ed wouldn’t, because he has more class than that. You can read Ed’s thoughts on buyer-first selling, as well as what it’s like leading sales at Seismic in an extensive interview on the LinkedIn Sales Blog. As a bonus, you’ll also learn how he ties construction work and NASCAR pit crews back to selling.

Salesforce, Dell, and Amazon top the charts

When it comes to selling household items and delivering them the next day, Amazon has Salesforce beat, handily. However, Amazon drops to third place behind Salesforce and Dell when it comes to the size of its SDR team. We know this because Sales research and advisory firm Tenbound analyzed tons of SDR data from multiple sources. More interestingly, they found that companies with SDR teams convert 40% more leads. They also reported that top-performing SDRs spend 22% more time on external interactions than low-performers. Get more findings from Tenbound’s SDR research on its website.

Apple’s remote revolt

The 9-to-5 workday has been declared dead by Salesforce. To that point, Facebook, Dropbox, and many others are allowing employees to work from home permanently. But when it comes to remote working, Apple lives up to its “think different” mantra. Business Insider takes a look at Apple’s push-back against fully remote workers and the impact it can have for employers everywhere. Many of the arguments against letting employees be fully remote stem from concerns about innovation and collaboration. However, others cite research refuting those arguments and bring up concerns around remote workers having the same visibility and opportunities as in-office workers. Industry watchers are hoping one bad apple doesn’t ruin the whole remote-working bunch.


IN THE GROOVE

And away Zego!

The Closer - And away Zego!

Real estate technology company Zego needed to find a way to scale the efforts of its lead development reps (LDRs) and track activities across all of its sales teams, but they got more than they bargained for with the first sales engagement platform they tried. Unfortunately, that platform did more than automate messages – it also generated lots of sync errors that led to weekly calls with support. Zego went back to the drawing board and quickly discovered that Groove’s Salesforce-native platform was just what they needed. Not only did Groove address the sync errors, Zego’s AE and LDR teams were up and running in 10 days. If you think that sounds impressive, wait until you read about all of the other benefits details in the Zego customer success story.


LEARN SOMETHING NEW

Not just where, but how

The Closer - Not just where, but how

As sales leaders, your team is on the hook for hitting (or exceeding) your revenue targets. There are some pretty straightforward methodologies for figuring out where that revenue is going to come from, but there is less clarity around how you can best bring it in. Gartner analyst Dave Egloff has spent some time thinking about how sales organizations can best hit their revenue targets, and he believes that it comes down to focusing on two buyer priorities: customer improvement and value enhancement. When customers believe that their relationship with you improves their business, they are more likely to buy (or buy more). You can also achieve this by continuing to show your customers how you’re enhancing value over time. Check out Dave’s latest Gartner post for more details on these strategies for hitting revenue targets.

Setting quotas, much to learn there is

Quotas can have a big impact on increasing revenue and motivating reps, which makes it all the more important to get them right. If only there was a “Quota Yoda” that could teach you the ways of the salesforce when it comes to setting achievable stretch goals that motivate and reward your sales team. Michelle Seger is not a Jedi per se, but she is a global sales strategy leader at SalesGlobe who happens to know a thing or two about calculating effective quotas. Unlike these Star Wars references, her advice isn’t forced. Michelle believes that quota setting starts with understanding sales capacity. You can get more quota-setting advice with perfect syntax in her latest article for SellingPower. Just remember, do or do not, there is no try.


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