How has sales changed just in the last 5 years? It's much more than just providing insight, it's helping the customer make sense of what they need. Join Brent Adamson and me on this Sales Influence(r) Podcast episode.
On this week in sales we’ll be looking at:
- If insurance salespeople are now obsolete
- Why selling practice might make perfect
- If you should get paid daily rather than monthly
And much more!
This Week In Sales hosts:
Victor Antonio – Youtube.com/user/salesinfluence
Will Barron – Salesman.org/Youtube
Topics:
Your car insurance salesman is now an AI bot connected to blockchain
Malta-based virtual assistant firm Vaiot has integrated IBM’s Watson Assistant with the Cosmos blockchain to sell car insurance.
The new platform features an end-to-end sales process that does not require human assistance to complete the car insurance contracts. The mobile app interacts with customers via voice or text, initially asking a series of questions to identify and suggest insurance options.
https://cointelegraph.com/news/your-c...
X.ai
X.ai the leading meeting scheduling tool for individuals and teams, today announced a major update to their AI scheduling technology that lets their users request a meeting over email or Slack in any language.
https://salestechstar.com/sales-marke...
MindTickle raises $100 million
Helps large and small businesses through it’s sales readiness platform has raised $100 million in venture funding.
https://techcrunch.com/2020/11/15/sal...
Prospify
Discover the proposal software that gives control and insight into the most important stage of your sales process. From design to sign-off, get the confidence and consistency to dominate your deals.
https://www.proposify.com/
Hold the Emoji and Other Tips for Successful Email Negotiations
According to 2019 research (that was recently published) by IACCM, a global contract management association, about 75 percent of contract negotiations are completely virtual.
https://knowledge.insead.edu/blog/ins...
Perfect Practice Makes Perfect
UPtick enables reps to practice the real-life customer interactions they face. Like playing a video game, reps work their way through challenging scenarios and receive consistent, expert feedback from UPtick’s virtual coach.
https://www.sciolytix.com/products/up...
Surprising Changes Ahead For B2B Sellers (Forrester)
Mary Shea, principal analyst at Forrester – “I’m calling 2020 the year that B2B, sales, marketing and buying has changed forever.”
AI and automation put sellers on a path to fulfil their consultative destiny –
Shea believes that technology will increasingly take mundane tasks off of salespeople and give them better insights to be more consultative advisors.
B2B sellers become experts at creating and engaging with video –
“Historically, you would look for a salesperson who is a great communicator, a great problem solver, someone who can overcome objections and kick open that door and close that deal.
B2B sales leaders activate more employees on behalf of commercial goals
“The lone-wolf seller is facing extinction,” proclaims Shea. “As buy-side teams increase in size, expectations and expertise, we also need the selling teams to increase so that you have breadth and depth to meet the needs of a range of different buy-side stakeholders who may have different and competing agendas.”
Sales tech consolidation accelerates as buyers demand end-to-end solutions –
“Our research shows that about 41% of B2B organizations have reduced the size of their sales organization as a result of COVID economic hardships.”
This cost pressure is impacting the tech tools sales forces use as well.
https://www.forbes.com/sites/johnelle...
Getting paid every day
PayPal is one of the first major companies to pay its workers as soon as it’s earned rather than having to wait every two weeks.
The move came after looking at the compensation and spending habits of its lowest-paid workers, many of whom were living paycheck-to-paycheck and relying on expensive borrowing (the company also boosted salaries after the research, says Bloomberg).
By Alexander Besant, Editor at LinkedIn News
https://www.linkedin.com/feed/news/ge...
TV shows mentioned:
- The Crown
- Raised By Wolves
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On this week in sales we’re looking at:
- Why you’re more likely to have a CEO jump on your sales call because of the pandemic
- Why sellers don’t influence buyers as much as they think they do
- We’ll discuss a new study that shows that almost half of CRM data is complete rubbish
And much more!
Your hosts: Will Barron and Victor Antonio
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On this week in sales with Will Barron and Victor Antonio we’ll be looking at:
- Why you should challenge your sales target if it looks ugly for 2021
- A study that shows that 66% of sellers would rather clean their bathroom than enter data into their CRM
And much more!
Mentions this week:
Forrester, Gartner, Harvard Business Review, Seismic... and some others I've probably missed :).
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Will had to go it alone; Victor Antonio had an Internet Outage. - On this week in sales we’ll be looking at: - Whether it’s finally the end of the line for B2B sales calls - We’ll be looking at a recent “the state of deals” report that suggests that B2B decision making is happening faster than ever before. - We’ll uncover how sales enablement works in a socially distanced world And much more! Click to subscribe 👉 http://Salesman.org/Youtube Topics: The End of the Line for Sales Calls? 70% of B2B decision makers say they are open to making anew, fully self-serve or remote purchases in excess of $50,000, and 27% would spend more than $500,000. The amount of revenue generated from video-related interactions has jumped by 69% since April 2020. Together, e-commerce and videoconferencing now account for 43% of all B2B revenue, more than any other channel. https://www.happi.com/contents/view_b... PandaDoc Releases State of Deals: 2020 Summer Edition Post-pandemic buyers are making decisions much faster: The time to sign a document from March to June decreased to 2-3 hours, a steep 53% drop from January when the median time for a recipient to complete a document was about 6-7 hours. Despite the expectation for slower sales as a result of the pandemic, the completion rate on deals from April to June jumped to 67% – the highest average completion rate on PandaDoc. The volume of deals initially decreased early on in the pandemic, but rebounded and were up overall by 38% in June. https://www.pandadoc.com/library/eboo... Accenture Completes Acquisition of B2B Sales Firm N3 “Bringing N3 into the Accenture family will better enable us to help companies influence purchasing decisions at critical stages,” said Manish Sharma, group chief executive of Accenture Operations. https://martechseries.com/sales-marke... Microsoft Ignite showcases first Project Cortex AI tool for SharePoint Enterprises might use it to automate the processing of requests for proposals (RFPs) or service contracts to filter out those that don’t meet requirements, or to pay expenses claims based on scanned receipts. https://www.cio.com/article/3575861/m... The Future Of Travelling Is Immersive The concept of immersive travel is slowly forming into a real tangible element in the industry. Immersive is defined as noting or relating to digital technology or images that actively engage one’s senses and may create an altered mental state. Immersive technologies have a meaningful impact on enticing traveller’s wanderlust. https://thelounge.rolzo.com/the-futur... -- 👇 SUBSCRIBE TO SALESMAN.ORG NOW 👇 https://www.youtube.com/channel/UCL5m... 👇 FOLLOW ON SOCIAL MEDIA FOR MORE SALES TIPS 👇 Facebook: https://facebook.com/salesmanpodcast Instagram: https://instagram.com/salesmanpodcast/ -- This video is about: No More B2B Sales Calls? Deals Happening Quicker Than Ever?! - This Week In Sales Link: https://youtu.be/YTnJpUkArdI
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