It’s a fact: digital skills are essential to succeeding in today's competitive business landscape --but keeping up with the changes is becoming more and more difficult. A recent CapGemini/LinkedIn survey revealed that while more than half of organizations surveyed acknowledge a widening digital skills gap, and while even more agree that this shortage is hampering digital transformation efforts, many still have no formal plan in place to improve. How can this be?
“I can’t close business or get commitment. I don’t know how to do that without sounding too aggressive or ‘pushy’.” “I can’t ask for commitment from people without sounding 'salesy.' I’m not any good at sales.” “I’m pretty good with customers with the ‘tell’ but I’m not very good at the ‘sell’ (commitment & closing) part.” Even though many salespeople don’t close or ask for commitment very effectively, I rarely ever hear comments like these from them. (They’ll never admit to this serious performance problem.)
This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. With the astronomically fast rise of social media and the increasing number of social media gurus and firms promising to help those who don’t understand these new tools, it’s no wonder that many B2B organizations are still reluctant to consider social selling a viable part of their selling process. Do these comments sound familiar? “It’s too new.” “It isn’t proven.” “There’s no way to measure it.” While it’s true that the industry has a ways to go in order to understand all of the sales implications of social selling, we can assume that it’s not a fad and isn’t going away any time soon.
This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. In complex B2B sales, it can be difficult for even the most veteran of salespeople not to walk into a meeting or conduct a call with a new prospect and immediately start discussing the greatest features of their latest product or software plan. Remember, the cornerstone to effective sales messaging is the customer. Keep these five things about your customer at the forefront of your conversation.