Salesforce Canada
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Even before you dim the lights or stand in front of the screen, you may notice your customer or prospect’s body language start to change once it’s time to walk through a slide presentation. Some people settle back in their chairs. Others may start casting furtive glances at their smartphones.
Ideally, the concept of innovation should offer SMBs the same thing it does to large organizations: new ways of working, serving customers and ultimately growing the business.
While many organizations are becoming more excited about the possibility of predictive sales, where intelligent software helps teams essentially see into the future of how customers will be spending their budget, prescriptive sales ensures the process of selling doesn’t break down along the way.
Sales professionals frequently have to creatively solve problems for their customers as part of closing a deal. These are just a few of the traits that sales coaches and their teams could cultivate - or rediscover - in themselves in order to optimize their performance.
The real art is not in the first follow-up - customers and prospects expect that. It’s that second follow-up - the one that happens when the salesperson doesn’t receive that initial reply and wants to keep their pipeline moving along.
Canadian small and medium-sized businesses may feel particularly at risk from digital disruption because they are already struggling to compete against larger competitors, and also because adopting digital technologies might seem even more disruptive to the way they work.
Just like you would do at the movies, in church or another place where people are gathering for a collective activity, you turn off your smartphone. You don’t want to be the person who suddenly gets a loud call and draws unwanted attention to yourself. The same goes in a sales meeting.
Just as smartphones, apps and related tools offer an ever-increasing complement to traditional ways to conducting business, though, there are ways digital devices could make sales coaching more consistent, accessible and effective.