What changes have you made to the roles and responsibilities of your front-line sales team to adapt to the shift to today’s buyers preferred sales experience?
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Director of Sales Enablement in Telecommunication6 months ago
We have invested a lot in deliberate sales and consultative training for our field and channel account managers. This is because customers are doing a lot of their own research before they start to shortlist vendors.We started by retraining our marketers to surface insights before the customer would even consider us. Then, our salespeople needed to learn how to get to the solution and the impact quickly, as customers have usually done most of the research by the time they get to us.
Our products are technical, so we need to have impactful conversations quickly. That's where we've put a lot of our investment.
CSO in Education6 months ago
We have moved to Intent data and prospecting practices. We have also enabled self-service channel and teams dedicated channels for personalised and close engagement.
We use social media to showcase case studies, testimonials, and proof that our products work. This storytelling approach helps customers and prospects see the need for our products in their company, sparking interest.
We also use tools to see where our prospects are looking, which helps us shorten conversations and, in some instances, close deals over email.