While fluidity has always been a defining characteristic of sales, a recent shift to guided selling is currently taking place. Consumers’ experiences are becoming increasingly digital and remote– from the selling process through onboarding. Navigating this change to success requires establishing a formal sales process based on the company’s sales history. This concept is called guided selling. With an emphasis [...]
5 Reasons Why Sales Processes Improve Sales Performance Sales is an occupation that typically offers a great deal of independence. This sense of freedom is part of its appeal. The unstructured nature of a sales career extends to how salespeople interact with prospects, with 68 percent choosing to skip a formal sales process. (1) While this may not sound like [...]
The number of conferences, corporate meetings, and incentive travel programs are projected to increase in the 2nd half of 2021, necessitating additional health and safety considerations and planning in the months to come. The Centers for Disease Control (CDC) predicts a sharp drop in cases will be coming by July 2021. This drop in cases depends on high vaccination rates [...]
The events industry went through a transformation due to the massive disruption that occurred in 2020. While this introduced new challenges that seemed impossible, it also ushered the industry into an inspiring new era marked by true innovation and creativity. Rather than cripple in-person meetings, these changes have added a new dimension to them, motivating event planners to go the [...]
Reading Time: 3 minutesOn April 8, 2021 we celebrated #GMID21! We applaud resiliency and dedication in operating meetings and events with health and safety as the chief priority.
Years ago, CEOs were positioned to conceptualize a vision, drive that vision, and create a culture that transformed organizations. However, the workplace and its players look very different now. Employees want their voices heard and to feel appreciated. It is their culture and vision that drives productivity, efficiencies, and innovation. There is no longer one decision-maker; every single employee is [...]
When leveraged well, social media can serve as a potent tool. It allows a manager to gain insight into competitors, the market, buyers and their needs, trends and to discover opportunities to reach new markets. When well leveraged, social media can also provide insight into new services and the development of new and improved products. Other benefits of social media [...]
Brands are faced with a perplexing conundrum when it comes to effectively marketing their products or services. Striking the perfect balance between promoting them while not coming across as overly promotional takes finesse. The companies that excel in this area will find that their efforts are fruitful. So, how can businesses subtly promote themselves by delivering content their target audience [...]
It is natural for a business to want to sell to a particular group of customers – in other words, to find its niche. First, people typically feel comfortable in one to two areas. They are reluctant to step outside of their comfort zone. Second, the theory that companies should sell to target audiences is one of the most common [...]
In response to a survey of 750 executives from Flexera, 59 percent said their cloud usage will be higher than planned before the pandemic hit. (1) However, this acceleration was predicted to occur five to seven years from the present day – not in the year 2020. As a result, cloud computing – once lauded as a powerful solution for [...]