Drive Your Channel Productivity Globally

How things have changed during the past decade! Just a few years ago, outbound business-to-business (B2B) selling to the mid-market and enterprise – was mostly an exercise in cold calling. Now, with the advent of digital marketing and the evolution of CRMs and B2B list providers, the way that super-effective sales people sell today is very different. The sales process has evolved into an integrated social selling exercise, and it’s far more complicated. The question is what steps do we need to take to be effective sales persons today? It boils down to seven critical tactics that, if they are aligned step-by-step, will increase sales effectiveness many times over... While the sales process has always been about building trust with a potential buyer who is interested in a seller offer, how that trust is built today is totally different: Social Networking - The first step in social selling is about building your social network. In the old days, we used to call it the Rolodex, a highly personal but time-consu