At Bloojam we believe strongly in sharing and broadening the debate on various topics. So, we’re introducing a new monthly blog where we will share 5 interesting articles from the HR and national media. This month’s selection is primarily focused on leadership development and the candidate/employee experience. Sure fire ways of losing your talent and […]
Effective ways to assess candidates for a sales role
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The importance of the salesperson in complex sales
In a strategic sales environment, selling is complex:
Potential customers are more informed about both the selling organisation and their competitors. 82% of business buyers agree that technology has made it easier for them to take their business elsewhere. (State of the Connected Customer, Salesforce Research October 2016)
There are more individuals involved on the buyer side. The number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today (The New Sales Imperative, CEB 2017)
These individuals come from different departments and have different, often conflicting, goals and priorities. As a result, decision-making takes longer; 84% of customers report that their purchase process took longer than expected so that the average purchase decision now takes 4.9 months (CEB 2017)
5 minutes with… Mark Blackmore, Managing Director – Lammore Consulting
This month I’m pleased to announce a new series where we interview sales professionals about their careers and their thoughts on key trends, as well as asking them to share advice for their peers – all in 5 minutes!
How effective is your sales training?
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The Charisma Red Herring
There have been a huge number of references in the press and media in recent weeks to “charisma” and the varying amounts the Tory leadership contenders each possess it. Now that we have our tousled-haired PM in place, the references to his “charisma” and “charm” continue.
Why customer experience matters in B2B sales and how to deliver it.
In the latest ‘State of the Connected Customer’ report from Salesforce, your B2B buyer’s needs are laid bare. 89% of buyers say the experience a company provides is as important as the products or services it provides. The salesperson’s role in providing that experience is critical and the great news is, if you can provide a quality experience, 82% of buyers say that it raises their expectations of other companies, thereby raising the bar for your competition.
What is 360 survey best practice? (part 2)
In the final part of this two-part blog we build upon how you can design and communicate a 360 survey and focus on how you can designate 360 raters and how to give effective feedback.
What is our Acuity® for Strategic Sales Model?
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What is 360 survey best practice? (part 1)
In this two-part blog we use research literature and independent best practice guides to summarise the range of factors that constitute a successful 360 programme.