Your Weekly Sales Data Shot: The Shift to Consultative Selling, 6 Ways to Think Smarter in 2015 & Sales Operations Resolutions for the New Year

Posted by Roambi

December 19, 2014

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

Is Traditional Sales Obsolete? The Shift to Consultative Selling

As consumers (both the B2C and B2B variety) become savvier and increasingly overwhelmed with sales and marketing messages, they’ve begun to tune out. With a multitude of contributing factors, there’s a distinct shift occurring — moving away from more traditional sales methodologies and towards a more consultative, educational approach to selling in the modern world.

6 Ways to Think Smarter in 2015

When it comes to using our brains, most people are on autopilot. Rather than be creative, engaging, and empathetic, most people tend to be lazy thinkers, hobbled by their egos, biases, and emotions. Fortunately, there are steps that you can take, today and in the coming year, to increase your mental strength--to think smarter.

Sales Operations Resolutions for 2015

New Year’s resolutions. Of those who make them, 1 in 3 ditch theirs by the end of January. The top reasons were being too busy or not being committed in the first place. And yet, we all have areas we can improve upon personally and professionally. If sales operations stands still year over year it will quickly fall behind. What does your sales operations team need to address in 2015?

 

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: 9 Sales Trends That Defined 2014, Rethinking Renewals & Understanding the Data Optimization Cycle

Posted by Roambi

December 12, 2014

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: How to Avoid Getting Run Over by Next Year’s Revenue Number, Build Effective Sales Stories & Close More Deals During the Holidays

Posted by Roambi

December 5, 2014

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

 

How to Avoid Getting Run Over by Next Year’s Revenue Number

Without a revenue plan, your reps work disjointedly, and the probability of success plummets.  Done incorrectly, you risk the chance of having a demoralized sales team.  Here are the critical factors missed when thinking about your revenue plan.

 

4 Questions to Simple, Effective Sales Stories

Recently much has been written about putting the power of story to use in sales in order to better communicate the value of your product, service, company to your prospects. Despite the quantity of stories around the value of integrating stories and storytelling into selling, very little storytelling is put into action at the field level. Salespeople are still defaulting to telling the “story” of the features and benefits of their products and services, rather than learning how to relate the value of the same to a specific customer whose problem they solved.

How to Close More Deals During the Holidays

How to stay proactive over the next few weeks and scoop up business that won’t be on your competition’s radar.

 

FROM OUR BLOG

10 Mobile Reporting Metrics for Field Sales

Empowering your field sales reps with access to their data is one of the most crucial steps you can take towards selling more and saving time. I mentioned in a previous article how important it is for your rep to have access to performance metrics, customer activity data and support data in his or her mobile report. Below, you’ll find ten of the most important metrics you should be including in your rep’s analytics dashboard. 

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: How to Focus on the Right B2B Sales Channels , Tips from the Top 12 Sales Training Companies & 9 Traits that Sales Stars Share

Posted by Roambi

November 21, 2014

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: Simple Rules for the Sales Enablement Professional, Tips to Improve Sales Performance & Selling Products vs. Solving Problems

Posted by Roambi

November 14, 2014

 

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

It’s not Rocket Science – 5 Simple Rules for the Sales Enablement Professional

Whether you are a seasoned veteran of sales operations or you are new to a sales enablement role, your ultimate goal is to help improve your sales team’s performance. Often perceived as a support role, these roles are actually tremendously strategic and can help influence deals, better align the buyer/seller relationship, and identify ‘land & expand’ opportunities, all of which ultimately increase revenue. Here are five rules to ensure that your role in sales enablement breeds success.

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Topics: Sales, Industry News

Mobile Analytics Saves Time & Money: 3 Compelling Use Cases

Posted by Roambi

November 13, 2014

Time and money are two of the most vital resources for a business. Having a reserve of one or both can make a huge difference in the growth and focus of a company. Learn how these companies saved time, money (or both) with mobile analytics:

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Topics: Mobile Executive Reporting, Mobile Field Reporting, mobility

Your Weekly Sales Data Shot: Most Valuable Sales Traits, Making the “Internal” Sales and Knowing When a Deal is Ready to Close

Posted by Roambi

November 7, 2014

 This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

Buyers Have Spoken: The Sales Traits They Value Most [Infographic]

A study from Harvard Business Review sponsored by SAP asked buyers to vote on the traits they most desired in salespeople, and the results ran counter to traditional sales lore. Likeability? Forget it. Ability to explain product differentiators? Nope. Instead, the skills that rose to the top were all about the buyer, and not at all about the salesperson.

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Topics: Sales, Industry News

Predictive Analytics & The Future of Pharma

Posted by Roambi

November 6, 2014

Faced with payer restraints, fewer sales opportunities, smaller sales teams, limited data access, increasingly complicated products, lower marketing budgets, decreased client interaction, and more, pharmaceutical firms are desperate for a competitive edge. Predictive analytics (PA) sets a part a firm that stays ahead of the competition from one that falls behind. Nonetheless, most of the pharma world has a limited understanding of PA compared to other industrial sectors.

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Topics: Roambi for Pharma

Your Weekly Sales Data Shot: Cold Calling the C-Suite, Ensuring Success in Sales Meetings and Why Focus on the Top of the Funnel?

Posted by Roambi

October 31, 2014

 

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

The Perfect Playbook for Cold Calling the C-Suite

Having trouble breaking through to a prospect? Sometimes the best move is going straight to the top. Sure, it can seem intimidating to call up executives, and they may not be your first target. But sales executive, author, and serial entrepreneur Jeff Hoffman argues calling the C-suite is a sales strategy that can actually produce remarkable results. Here’s why and how to do it.

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Topics: Sales, Industry News

Pharma 101: Quick Facts on How Roambi Works with Pharma

Posted by Roambi

October 30, 2014

As of 2012, the pharmaceutical sector displayed an average return on revenues of 16.5%—globally ranking it as the 5th most profitable sector (Forbes 2000, 2013). Success is plentiful in the pharma industry for those who work hard to achieve it, but retaining success is much more difficult. In 2012, the operating profitability of the top ten pharmaceutical companies declined, falling victim to the rising weight of market pressures and reconstruction (Smart Pharma Consulting Annual Reports, 2011-12). Can you handle the pressure?

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Topics: mobile, Roambi for Pharma

A blog exploring the mobile revolution and big data insight. Learn best practices, read success stories and get the latest news.