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Remote Selling Viewpoints: Sales Intelligence & Buyer Intent Data

Remote Selling Viewpoints: Sales Intelligence & Buyer Intent Data

Sellers are easily spending 20% of their time researching and gathering data before they begin prospecting. It’s such a waste of time, when sales intelligence solutions can be used.

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Building trust and credibility is all-the-more important when selling remotely. Customer Reference Management platforms make it possible to connect happy customers to prospective buyers.
It’s easy for remote sales managers to get overly focused on specific opportunities or calls. They should also be mindful of ongoing development which is what sales readiness is all about.
Buyers find sales interactions that provide “rich technical detail” to be the most valuable. People don’t want to be sold to. They want to be educated. That's why demo automation is so important.
Sellers often get wrong information from the prospect about the likelihood of a deal. This experience is now elevated because the seller is less likely to get face-to-face with a prospect; they have far fewer ‘signals’.
Today, many new hires start their jobs without ever setting foot in the door at their new company. Allego allows sales teams to onboard new reps without having to meet face to face.
As some things about the sales process become more asynchronous and self-service from a buyer viewpoint, it means the pressure to make the most of a live interaction with a customer is immense.
The use of microlearning is a more effective way for sales training to impact an organization because it engages sales professionals. Learning is embedded within their day.
Pam Dearen, VP of Marketing Communications at Bigtincan answers questions in our new "Remote Selling Viewpoints" series.
Mark Kopcha's company, Revegy, systematizes Account and opportunity planning. Since Revegy helps align the seller and the buyer so they're on the same path to success, I ask him how it impacts the buyer experience.
No one knows more about how to engage prospects with evolved selling strategies and technologies than Tom Pisello, the main who literally wrote the book on it. See what Tom has to say about why Sales should be viewed as a buying experience.
In March of 2020, Jim Benton joined Chorus.ai as CEO to bring Conversation Intelligence, the fastest-growing category in sales technology, to the masses. I asked Jim about how teams can translate sales to the buying experience and how Chorus helps.
Ankesh Kumar, Founder of Sharetivity, a prospecting personalization and engagement solution talks about the need for prospect research and personalization to improve the buyers' experience.
David Sroka, CEO of Point of Reference talks about why it's a mistake not to deploy a formal reference management program. Reference management programs can increase win rates and shorten sales cycles. It is a discipline just like demand gen, PR and social media.
Peter Murphy, Global VP Sales MRP talks about measuring success with buyer stake-holders and the need for marketing and sales to collaborate. Account-Based Marketing (ABM) technology can provide the orchestration and analytics required.
This week's interview is with Nick Mason, CEO and Founder of Turtl. He describes why Data and Analytics, along with personalization, are critical to achieving a great buyer experience.
Sergey Medved talks about the importance of aligning sales processes with the buyer journey in this interview with Nancy Nardin.
This week's executive interview is with John Moore of Bigtincan. He describes the things to keep in mind to successfully align strategies, messaging, and tactics to deliver great buying experiences..
John Steinert leads TechTarget's Marketing. In this interview, he offers his views on Sales as a Buying Experience including five themes he recommends people focus on.
Qstream's impact on the buying experience is deceptively simple: Qstream is incredibly effective at engaging sales professionals in the learning exercise and reinforcing the knowledge that their organizations can't afford them to forget.
Nancy Nardin interviews Ryan Erickson, Co-Founder, StitchView to get his thoughts on improving the prospect experience by automating the SalesTech stack for sellers.
Nancy Nardin of Smart Selling Tools interviews Wayne St. Amand, CMO of Allego to get his thoughts on Sales as a Buying Experience. See his suggestions for helping sellers improve the customer experience.
Nancy Nardin of Smart Selling Tools interviews Pete Gillett of Zuant to get his thoughts on Sales as a Buying Experience. See what he says about Trade Show follow-up and ROI.
Mediafly is invaluable to our customers’ digital sales transformations. Companies that adopt our Evolved Selling approach and technology experience a 66% lift in revenue, an 82% increase in repeat business, 43% more closed deals, and a 70% increase in cross-sells.
A sales transformation doesn’t just happen for the heck of it; there’s going to be some specific challenge or weakness driving that change. With that said, there are certain areas in which most organizations could benefit from taking a transformative approach:

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