I was excited when I realized I was scheduled to blog the day before the 4th of July. I’d like to use this opportunity to talk about some changes I see happening in sales organizations around the world, and how they relate to the concepts of independence and freedom.
In yesterday’s sales organization, everyone knew the chain of command. Departments were stuck in silos. Important sales data lived in multiple, disparate systems. The consequence was lack of insight, uninformed decisions and unpredictable results.
Today’s winning sales team looks a lot different. They collaborate with other departments and use robust, integrated data to make educated decisions together to scientifically drive sales results. Though virtual teams are spread out all over, they use new online meeting tools to collaborate and drive innovation.
Everything’s more open—especially for buyers. While salespeople used to guide prospects through every stage of the sales process, today’s buyer drives her own purchase cycle. The tables have turned. People want to be part of a rich, social community that creates incremental value together in a real-time environment.
- Freedom to use any device.
- Freedom to connect face-to-face anywhere, any time.
- Freedom from time wasters, such as meeting tool downloads.
- Freedom from late or missed meetings.
This week, freedom also means freedom from creating new content. On that note, check out a few of my favorite recent blog posts from the last few months. They’re also our most popular.
Using email and phone for sales calls may be cheaper, but they’re way less effective because at least 55% of communication is nonverbal—93% if you include tone of voice, facial expressions, and body language. You get the best of both worlds with online meetings and video chats. This blog shares the first of three major areas where you can harness power of nonverbal communication in an online meeting. Some experts say these strategies can make your online meetings even more powerful than face-to-face interactions. (This is the first of a three-part series, so be sure to check out Part 2 and Part 3.)
Want your SMB to be the next Amazon or Facebook? Time to jump on the cloud computing wagon. In this blog, I discuss how your SMB can drive business growth by delivering concierge-level service, encouraging virtual team innovation, and more.
Research says 50% of all meetings start late—or not at all. In fact, I recently spoke with a woman who had scheduled a web call to demo a new tool to 300 prospects. Over 150 showed up, but no one could see her presentation because the meeting application malfunctioned. They had to cancel the presentation. In this blog, I’ll help you calculate how much money you might be losing from your meeting technology.
Happy 4th of July!