What is buyer enablement? A discussion hosted by Product Marketing Community featuring Michele Buckley (Research Director, Gartner) Tim Riesterer (Chief Strategy Officer, Corporate Visions) and Fred Studer (then CMO, FinancialForce, now CMO TIBCO) dived deep into the subject and here are the highlights :
Logan Strain collated 4 Sales Research Studies and their findings for the Inside Sales Blog. All of us who are trying to enhance sales effectivity will do well to take a look at the studies and deep dive into the data. It will help move away from gut to data driven sales planning.
David Brock is a veteran in the B2B selling space and he recently wrote a simple post that I loved. He wrote this with reference to a thread started by James Ski. It’s a few minutes read and will be in the interest of all who are part of the ‘buying – selling’ cycle, to seriously think about this simple truth – buying is about the customer achieving desired outcomes. So it is imperative that selling is primarily focused on that too.
About a year back Nicolas de Kouchkovsky wrote about the rise of intent data. He described how intent is being captured : “Intent data …encompass signals and data about prospective buyers or businesses actively researching products or services. …, the ability to detect that an unusual number of visitors that can be traced to the same company are educating themselves about network anomaly detection will give you a likely security pain point to start engaging.”
Vengreso, a digital sales training and LinkedIn profile makeover company has published a report on the State of the Digital Selling with Linkedin, 2019.
David Cummings writes mostly short pointed posts which I find thought provoking. A post last month was on how a simple question “How did you come up with the idea for your company?” mostly get meandering uninteresting unmemorable responses.
I was speaking with Diane Helbig on her new book ‘Succeed Without Selling’ for our new Podcast Series “Bits About Books” which debuts 1st September 2019. And it was quite a ride.
Anyone who leads a sales organisation knows how frustrating predicting revenue is and how that can lead to scrambles end of each quarter rolling out unreasonable price discount based offers to make the ends meet.
CB Insights wrote a report on the use of Psychographics, the stuff that brought infamy to Cambridge Analytica and its ultimate demise. It seems this approach is far more prevalent in commercial advertisement than otherwise understood.
Anthony Iannarino needs no introduction. Author of some of the most popular books on Sales, speaker and coach – he recently elaborated in his blog why he thinks nurturing and pursuing a list of at least 60 dream clients is necessary.
