In this post Covid and inflation pressurised world, buyer-sellers’ priorities and interactions have and will continue to change. Gartner research predicts that non-digital interactions between buyers and sellers in the next 3 – 5 years will account for only 20% of the buyers’ journey.
Consider this and the impact that 75% of B2B companies’ highest priority is to close more deals and that 67% of deals are lost because they are not properly qualified before initiating the sales process.
Read MoreIn any sport, athletes and teams have access to multiple coaches with various areas of specialty to help them reach their full potential. Consider the Los Angeles Lakers, for example. Frank Vogel is the Head Coach, and there are six Assistant Coaches, all of these are additionally supported by specialists for health and nutrition.
For much of the sales world, it’s no different. The notion that sales coaching is an essential ingredient in improving sales organisations is never disputed, but most sales leaders (if they’re honest) will tell you that they barely have time to manage their sales teams – and they simply don’t have time to coach.
Read MoreFace to face selling in a B2B world has been the cornerstone of opportunity development for revenue retention and growth. Sure, online and telesales have steadily increased as a sales channel but COVID 19 has accelerated a paradigm shift to the point where the new normal will bring – the collapse of face to face selling and the advent of virtual selling.
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