I took a break last week from writing my blog to celebrate the Labor Day Weekend. But over the weekend, I did do a little “light” reading and came upon an interesting report from Forrester that outlines some of the ways our B2B sales process has adapted and will continue to adapt not only for the pandemic but to adapt to shifting buyer behaviors and expectations.
Whether you’re a sales leader, functional leadership or entrepreneur, this is a quick and interesting read.
Here are a couple of the key take-always for me:
Selling is a Team Sport! Engage all employees in the sales and support process to “deliver a consistent experience that enhances both wallet share and advocacy.”
This requires that you:
... Think differently about the onsite sales meeting.
... Revisit sales talent and training strategies.
... Activate more employees to impact revenue.
I hope you enjoy. Please share your thoughts, insights and key take-aways.
Photo by Hans-Peter Gauster on Unsplash