Part 1: Sales in the Age of the Buyer

Posted by Maxim Baeten on Dec 19, 2014 1:11:00 AM

This is the first post in a 2 part series about how your sales approach affects your customers. The current B2B landscape is filled with examples of poor sales processes. Too often, salespeople meet with customers who are better prepared than they are for that meeting. Imagine how this is perceived by your buyer. This isn't just lip service, a bad sales meeting can have a lasting effect on your bottom line.

So, perhaps it’s worth taking a closer look at some of the bad habits that you might want to consider in the early stages of your sales process which lead to bad sales meetings. Let’s start selling in the age of the buyer.

Don't trick the buyer

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Understanding Buyers Needs is Key to Successful Sales Enablement

Posted by Maxim Baeten on Oct 27, 2014 1:34:00 AM

In today’s B2B marketing landscape, your strategy must be targeted in order to reach your growth goals. Whether it’s digital marketing, inbound marketing, direct marketing or the actual sales conversation, buyers expect a personalized approach. To get to the point of (successful) personalization, your organization must understand buyer needs. Truly understanding them is a bottleneck in the Sales Enablement environment.

This problem occurs when there is too much of an emphasis on product features, rather than the buyer themselves. Focus too much on your product and you risk losing your customer. Successful companies manage to link product value with buyer need. In order to execute this optimely within your salesforce, you need to develop cohesive messaging. Both marketing and sales are responsible for this. In order to give you a better understanding of these two stakeholders, we'll dig deeper into both stories:

Marketing's Side of the Story

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A big Showpad update is here with an iPhone app

Posted by Ganesh Kumaraswamy on Oct 14, 2014 1:14:00 AM

This Showpad release is our most exciting and biggest one yet. We’ve been working hard to bring you the tools to accelerate your sales when you need to, no matter where you are. To help you do that, Showpad for iOS now includes a brand new iPhone app and an updated iPad app.

Keep reading to get all the details on the new features, and be sure to share your feedback with us on Twitter.

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Navigating Sales Acceleration

Posted by David Du Pre on Oct 2, 2014 11:58:00 PM

Acting  as a VP of Sales at a two-year-old start-up isn’t always like being a rock star. I have to find the right tools to help my European sales team keep a high level of productivity and grow revenue. As I work for Showpad, the leader in Sales Acceleration, my team is in a unique position to efficiently move pipeline forward—but, there’s a lot of work that happens before the first meeting.

My sales team is built in layers:

  • Business Development Rep (BDR) – follows up and qualifies inbound leads
  • Sales Development Rep (SDR) – creates sales engagement through outbound campaigns
  • Account Executive (AE) – accelerates sales from first demo to close

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4 Key Drivers for Mobile Sales Enablement Success

Posted by Julie Zisman on Sep 25, 2014 1:30:00 AM

Everyone's talking about the lack of alignment between sales and marketing but what can you do about it? What are the root causes that keep these teams from accelerating business growth? There are 4 key drivers that can help you examine obstacles and identify where a mobile sales enablement solution could make an impact. 

Understanding Content and Sales Dynamics
Outdated content delivery methods keep your sales teams from taking advantage of the precious time that a prospect can give. They struggle to find, share and forward the content that engages prospects and drives additional sales conversation. Enable your salespeople to access the one piece of content that a prospect wants to see at a moment’s notice without pulling out a laptop or shuffling through layers of printed collateral.

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Running a Successful Mobile Sales Enablement Pilot

Posted by Bert Holvoet on Sep 2, 2014 12:34:00 AM

At Showpad, we work with companies of all sizes. But the one thing we always hear regardless of company size is, "I wish I started my mobile sales enablement pilot sooner." So, maybe you've decided that it's time to get going. You've done your due dilligence, crossed all of your t's and dotted your i's. You've even set up tablet devices throughout your sales organization. How do you know you are ready to launch your mobile sales enablement pilot and then make it work? Here are five steps to consider: 

Step 1: Establish Roles

Identify which people will be administrators vs sales app users. Then review which people will need access to data about content usage and productivity. Make sure that everyone understands their role and how their participation contributes to the success of the program.

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