As we have been hearing frequently over the last few weeks, we are living in unprecedented times. Deep concerns surrounding the coronavirus outbreak have brought a phenomenal change in how we work – the traditional workplace has now shifted, almost overnight, to an overwhelming trend of working remotely as a precaution and stay safe. Most people, who are able to, are now working from home ..read more

Lead generation and lead nurturing both perform critical functions in sales strategy. Where lead generation identifies potential customers or clients for your products and services, lead nurturing is a process of guiding prospects through each stage of the buyer’s journey in order to ultimately earn the sale ..read more

In this blog, we continue the theme of remote working and consider strategies for successful remote working. As a concept, remote working is a double-edged sword – it is enticing because of the freedom and flexibility it offers, benefits of which have been outlined in our blog The Rise of Remote Working. Conversely, it can create extensive flexibility making it a challenge to establish boundaries. So, considering the various challenges, how do you ensure success at remote working ..read more

The emergence of digitisation has accelerated the general trend of remote working. According to the ONS (Office for National Statistics), 1.54 million people worked remotely in 2018 as compared with 884,000 a decade earlier (in 2008 ..read more

The availability of digital communications and cloud-based software makes remote working easier, more productive than ever before and a popular alternative in many industries. Buffer’s latest State of Remote Work annual report provides insights into remote working, indicating that it is more than just a trend. As the location of where we work is now not as restricted as before, we have the benefit of flexibility - being able to work from where we choose and when we choose. Businesses need to be mindful, however, ensuring thoughtful planning and investment in remote working operatio ..read more

The product or service you offer for sale is important – equally so is finding the right people whose needs it fulfils. Therefore, keeping the sales pipeline full has over time become imperative. This has historically unlocked sales prospecting techniques which enable a steady flow of qualified prospective customers. We outline 12 prospecting methods which can be implemented as part of a successful sales strategy ..read more

Our blog on The 6 sales skills you can acquire offers a prelude to the negotiation side of the sales process. The sales rep, having fulfilled their sales obligations culminating in an agreement, has to now negotiate the final terms which satisfy both the buyer and seller. B2B negotiations can be complex and challenging, requiring careful consideration on the part of both parties - in particular, the sales team. But this is not to say that negotiation cannot ensure a basis for a healthy and successful partnership. With the knowledge and insight of the best tactics in negotiation, s ..read more

The increasing role of technology and digitalisation impacts sales people and processes in a very competitive B2B sales landscape. This transformation is triggering businesses to adapt and evolve alongside customer expectations. It’s this fast pace of change in today’s digital world – digital transformation in both products and processes – which leads us to ask what B2B sales will be like in the future ..read more

Buying and selling have changed over the last few decades. From the once universal sales approach to a more customised process, buyers and sellers need to be connected. A structured sales process is needed to match each stage of a buyer’s journey to ward off miscommunication, which can hamper sales deals. Essentially, focusing on how the sales rep can maintain alignment with the buyer’s steps towards finding a solution means personalising the sales operation ..read more

Despite being in possession of optimal sales tools and meeting compliance regulations, B2B sales presents many challenges. These challenges emanate from a naturally competitive environment, which can lead to improper practices. Solutions for unprofessional selling techniques can be found in the adoption of ethical sales practices, as explored in our blog on how to establish ethical behaviour in sales ..read more