In the hit film Moneyball, Brad Pitt turns the Oakland A’s into a winning baseball team by paying attention to the data presented to him by Jonah Hill. Much like baseball, B2B sales has lots of win/loss data that sales teams can leverage to hit their quotas out of the park. The question is how do you get your reps to take advantage of the sales insights tucked away in your own private Jonah Hill (aka your CRM). Forrester Principal Analyst Seth Marrs appears to be more of a basketball fan, but he has some grand slam thoughts on sales insights and why sales leaders should get their reps to use them. When you’re armed with insights, it’s a whole new ballgame.
Stop making cents
David Byrne may be a musical genius, but sales reps shouldn’t take his mantra of “Stop Making Sense” too literally. Unless they hear it as “stop making cents,” and then that’s okay. Because, if you want to make real money, you have to eliminate any confusion in the buying process. Buyers have access to more information than ever before, which can be both empowering and overwhelming. The key is to help buyers make sense of the information so they feel comfortable moving forward. Gartner just released new research on the importance of “sense making tactics” to increase buyer confidence. It turns out that sense making makes a lot of sense.
More channels, more money
Omnichannel, omnichannel, omnichannel. Over the past couple of years, you could say that the chatter about omnichannel has been omnipresent. But, you wouldn’t, because that would be eye-roll inducing. Today, businesses have largely risen to the call to provide buyers with more ways to buy – but there’s just one thing. According to new industry research, businesses now need to focus on omnichannel equilibrium. McKinsey’s global B2B Pulse survey reveals new insights into how buyers want to interact with different kinds of channels. Check out McKinsey’s extensive research to learn how buyers are looking to engage across traditional, remote, and digital channels. Unless, of course, you’re omniscient.
IN THE GROOVE
Not that Stevie
Fans of Schitt’s Creek know that Stevie is never going to win any awards for her customer service skills. For that, she’d actually have to try to care about the guests of the Rosebud Motel. The Stevie® Awards, on the other hand, have nothing to do with that lovably sarcastic character, and everything to do with recognizing companies for delivering outstanding service to their customers. They also just published the winners of the 2022 Stevie Award for Sales & Customer Services, and we’re proud to report that Groove won two: Customer Service Department of the Year and Front-Line Customer Service Team of the Year. We do have one thing in common with the fictional Stevie: we’re both incapable of faking sincerity.
LEARN SOMETHING NEW
The digital transformation
In March 2020, we thought the lockdowns and remote work would last a few weeks, tops. Now, two years into the pandemic, life hasn’t fully returned to normal. And with the switch to remote and hybrid work, it seems like it never truly will. Sellers have had to adapt to the changes occurring in the space faster than ever in today’s digital-first economy. So how can you stay on top of your game? Kevin O’Regan, SVP of EMEA at Seismic, has got you covered. Check out the B2B Marketing blog to learn everything from going more digital to being more personal to stay competitive and engage buyers in 2022. Better read it now before something else changes.
Bring on the heat
It’s summer, you just finished your last day at school, and you don’t have a care in the world – besides winning the championship for your rec swim team, of course. Ahhh the good ol’ days. In sports, you never go into a competition without a game plan. On top of hard work, discipline, and drive, an effective strategy is just as important. Sales is no different. Going into a deal without a strategy is like going to a swim meet without any training – pointless. If you want to improve your win rate, you can brush up on the latest sales competitive strategies on the SellingPower blog. But only if you like winning.
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