Check out the latest from the Qblog
Last time we wrote about the challenges and pains experienced when giving leads to Channel Partners.
To recap, one of the biggest issues we hear is that after providing leads to Channel Partners it is exceptionally difficult to understand the results achieved with those leads.
As marketing automation has taken hold, you are generating more and more leads than ever before. These leads need to be effectively followed up on, otherwise all your marketing efforts become a waste of time and money. Following up with leads needs to be a managed process that is monitored effectively. However, the challenge with Channel is that it is difficult to enforce a managed process into your Channel Partners’ sales processes and therefore, it is nearly impossible to monitor the progress they make on the leads you have given them.
n our travels we are often talking to VARs about what they’re focused on and how they want to engage their end customers.
Is your channel team executing Quarterly Business Reviews (QBRs) with channel partners? Often times, these QBRs are mostly a session for complaining, addressing pricing issues, late delivery issues, end customer complaints and the usual tap dancing around the allocation of MDF. This is a common problem. QBRs need to deliver more value to you and your Partners.
There are many factors that influence channel mindshare. One thing is certain, if you are a vendor and you sell through channels, you need channel mindshare and you need to constantly innovate how you go about getting it. Don’t kid yourself and think that you are doing okay at it. Do you really know?
In the last two Qotient blogs we talked about the Psychology of Channel and how Telling is not Selling. Following on from this we should talk about how we align our enablement programs and campaigns to the Psychology and Behavior of a Channel and our Partners.
We hear this so often: We have fantastic programs to enable our Channel Partners; we train them on our products all the time and we make sure they are certified.
Yes, we hear you, but how good are you at enabling your Channel Partners with selling your solutions?
Technology is one of the fastest growing industries, and the go to market via channel partners including resellers, distributors and the MSP is how Tech Vendors (OEMS’s & Manufacturers) get scale and volume. With all the investment, enablement and support a Channel receives, how is it that the 80/20 rule still exists? Meaning 80% of your channel revenue comes from 20% of your partner base.
Embracing a digital channel enablement platform like Qotient allows channel efforts to be scaled effectively, and gives management the ability to pinpoint ROI and access real-time sales insight into channel performance anywhere, at any time.
Analogue channel enablement approaches have been successful in the past, but now no longer show results, as a result the role of the channel manager has been effected. Rather than being sales engineers, channel managers have become the go-to problem solvers for vendor-channel queries and issues.
Every sales-led organization is trying to crack the code on how to provide the ultimate customer experience and drive sales revenue forward. You’re probably one of them.
Today we’re returning to the topic of insight led selling, a new and emerging sales methodology. Insight led selling is having a profound impact on the B2B sales and digital marketing landscape, but there’s still a lack of knowledge about how to implement these techniques into sales training and sales coaching programmes.
The last decade has seen the B2B sales landscape change dramatically. If you’re managing a B2B sales company, you’ll need to evolve to meet the demands of this new world. One increasingly important strategy is sales acceleration - the process of speeding up and optimising your sales force.
In order to close deals effectively salespeople now require sales tools with data and insight sophistication to provide relevant, context driven information to assist and accelerate the sales process, and better handle the increasingly complex sales landscape. Enter Qotient, the sales platform dedicated to optimizing sales conversations to accelerate sales.
Today’s B2B buyers are hyper-educated and more sophisticated, 74% have turned to the internet to research and gather information before reaching out to a salesperson simply because of the ease and speed by which information can be located. Buyers today are “now looking for intelligent [sales] engagements. They want less salespeople and more trusted advisors.
Sales methodology used out in the field has been forced to adapt, in order to accelerate sales and meet the needs of today’s hyper-educated buyers. Today’s most talented salespeople can take buyers back to an earlier stage in the process. How? The top salespeople ask buyers the tough questions.
Due to our digitally growing world the B2B sales landscape is changing. Solution selling is no longer effective, salespeople need to start selling with insights. The most innovative organizations have trained their sales team to target buyers in a state of flux, likely to be more open to persuasion and agree with a salesperson’s value propositions.
Sales teams are the heart of organisations; they keep the business going. Yet retaining a superior sales team is a difficult task, thus it is vital you deliver a quality induction process. Experiencing a poor induction process leads to new starters feeling like they have been left to sink or swim, with no desire to engage in the organisation.
Due to prospects completing the majority of the buying process on their own, they tend to think they already understand the solution they need; sales conversations then focus around cost with unsuccessful outcomes. Therefore, the way in which your salespeople convey content and insights during sales meetings is of significant importance.
The first few days of employment for new starters are vital, effectively establishing their future in the organisation. Ensuring new starters understand the core mission, value propositions and beliefs of the organisation during induction is the key to gaining employee engagement.
Quality induction processes ensure new starters understand the buyer’s decision-making process. Sales conversations need to be tailored to each stage of the process in order to produce successful results. Due to the fast paced technology industry, prospects are extremely connected and have easy access to information.
Induction processes lack mentorship, so new starters take seven months to get up to speed and deliver successful results. Due to this lack of mentorship new starters will take a trial and error approach to selling as they have little idea on how to deliver a successful selling approach.
Only 9.1% of sales meetings actually result in sales, but why? Results from a recent study show that 63% of all salespeople are considered to be under performers (Harvard Business Review, 2016). So how do ensure your new starters become high performers? Invest in your salespeople from the start.
Sales teams are essentially the heart of an organisation, keeping the business going. Yet retaining a superior sales team is a difficult and costly task. Research shows that it’s within the first three months of employment that 47% of employee turnover occurs. Employee turnover within the first three months is associated with organisations having poor induction processes.
One of the biggest challenges for sales organisations is low CRM user adoption, on average 74% of sales teams are shown to have low adoption rates. Low adoption rates can significantly impact channel sales productivity, effectiveness and ultimately revenue growth. But this can be turned around by implementing a CRM activation platform like Qotient.
CRM adoption and accuracy can be one of the biggest challenges for sales organisations. On average 74% of sales teams are shown to have low CRM user adoption rates (CSO Insights, as cited by Smart Selling Tools, n.d.). As a result, organisations end up trapped in a ‘garbage in, garbage out’ data situation.
In the past five to ten years the sales environment has shifted, and as a result of today's connected economy become increasingly complex. Scott Sambucci presented a seminar for Tedx on The Shifted Sales Environment. So today we are going to talk you through our key takeaways, on how has the sales environment has shifted over the years to be where it is today.
The days of traditional selling are over, and as digital technology has continued to revolutionize the sales world rumours have sparked that the sales profession is dying. According to Forrester (2015) by the time 2020 hits, one million B2B salespeople will have become obsolete. However Regis Lemmens provides some fantastic insights into the future of sales in his Sales 2020 seminar for Tedx.
We’ve gone from tablets to smartphones and now the smartwatch. The results of a recent study show that utilizing wearable technology in the workplace has increased productivity by as much as 8.5% (as cited by Leung, 2014). So with an abundance of smartwatches on the market, will this wearable technology be the next big sales enablement device?
Welcome to Qotients three part series on the era’s of sales, where we are going take a look into the past, present and future of digital sales. Our world is constantly evolving, revolutionized by the power of digital technology.
There is a reason these techniques are now in the past. Buyers no longer wanted a sales pitch, but a valuable conversation and vendor-buyer relationship. Sales organisations must adapt to the latest innovations in order to remain relevant, altering the role of the salesperson as we once knew it.
Samsung recently released the Galaxy Gear VR, a Virtual Reality headset. The Gear VR is a lightweight, wireless headset compatible with Galaxy smartphones (Samsung, n.d.). We all know digital technology is changing the way we do business, particularly the way in which sales teams operate.
The sales world has continuously evolved, and the digital revolution is only the beginning. Today we have come to the final instalment of Qotients three part series on the era’s of sales, where we will take a glimpse at what the future has in store in the world of sales.