Sales

To Cold Call or Not to Cold Call

  • RK 

Reading Time: 5 minutes Is a cold call worth the time and effort? Every B2B Sales professional has asked themselves the question at some point: is a cold call worth the time, effort, and likelihood …

Are you selling to just ONE decision maker?

  • RK 

Reading Time: 5 minutes When I started my Sales career, I saw things through a rather simple lens. In my blatantly naïve perspective, there was ONE decision maker in every prospective …

How Healthy is Your Sales Funnel?

  • RK 

Reading Time: 4 minutes Complexity is on the increase in B2B Sales. According to research from Bain & Co, most enterprises have increasing sales expenses as a percentage of revenues …

How can Social Selling be measured?

  • RK 

Reading Time: < 1 minute If you are considering Social Selling as an organisation – or already executing on it – what are the measures of success? What KPIs should you put in place? And – how do …

In Sales, Impatience Can Be a Virtue

  • RK 

Reading Time: 4 minutes The profession of Sales introduces one, to many a tough situation. Yes, the rewards can be plentiful, the glory insuperable and the lifestyle lavish. Indeed, the highs can …

LinkedIn Network – Quantity or Quality?

  • RK 

Reading Time: 8 minutes Recently, I was one of the facilitators at the Social Selling Forum in Melbourne, Australia. Over lunch, one of the attendees asked me – “When developing …

5 Skills for the Modern B2B Sales Leader

  • RK 

Reading Time: < 1 minute The B2B buyer behaviour has changed. The B2B buying process has changed. It is safe to say that the B2B buyer has changed. This change in buyer behaviour has compelled …

Why Invest in Social Selling – Why Now?

  • RK 

Reading Time: 9 minutes Most B2B decision makers approach a business buying decision just like they approach purchasing decision in their personal lives. We shop for clothes online …

12 Stats that Prove You Need to Start Social Selling

  • RK 

Reading Time: 2 minutes Whether you look at the statistics from established research houses: “91% of B2B buyers are now active and involved in social media.” – IDC “98% of sales …

6 Rules to Kickstart Social Selling with your Sales Team

  • RK 

Reading Time: < 1 minute When it comes to Social Selling, a majority of the educational material out there targets the frontline sales professional. It aims to educate the Account Manager, the Channel …