- 11 Aug
5 Steps to Set and Manage Realistic Sales Targets
Many businesses often fail to set accurate sales targets. A common method is to simply look at the previous year’s revenue and add what appears to be a reasonable rate of growth. However, this does not take into any changing variables such a market volatility, a new product line, or expand into a be geography, and therefore can lead to an unreasonable, unattainable figure.
- 11 Aug
Why Social Selling Isn’t Actually About Selling
In a digital age where buyers are more educated and informed than ever before, the role of the sales profession has changed. The ability to manage one-to-one relationships at scale with customers is a true skill.
Eliana De Celis is one of SAP's leading social sellers. In this interview, she shares her perspective on social selling and its impact on her and SAP.
SG: Eliana, tell me a bit about your current role at SAP?
- 11 Aug
How to Maximize Prices and Improve Margins
With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins.
At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins.
One major difference we’ve found in our work with sales organizations, and in our research, is the companies that are able to maintain prices focus on driving maximum value for their customers.
- 11 Aug
Sales Leaders: Is It Safe for Your People to Fail?
The most successful sales teams we work with, at companies of all sizes and in all industries, create what we call a high-growth learning culture. This is a working environment intentionally focused on supporting the ongoing growth and development of each and every member of the sales team. Below is a list of six common management mistakes that undermine such a working culture—or make it impossible to create in the first place.
1. Not setting up areas within which it is okay to fail
- 13 Jul
How To Automate An Efficient Sales Process With Bots
Look, I get it: You’ve probably been hearing a lot of buzz about artificial intelligence (AI) and chatbots recently — about how they can help automate the sales process to improve efficiency by enabling sales teams to grow leads, reduce administrative tasks, and shorten sales cycles.
And while it might sound like science fiction, we’ve already started see the impact AI and bots are having on today’s sales process.