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- Weekly Newsletter - 10.16.2024
Weekly Newsletter - 10.16.2024
Harness Intent Data for B2B Sales
Editor’s Pick 🌟
Sales is changing fast, and Hive Perform is at the forefront of this evolution. At the recent Innovate to Win: Sales Enablement Summit, industry leaders shared their two cents on what's working (and what's not) in today's sales world.
We’re bringing fresh takeaways from the summit:
◾ Perhaps the most sobering statistic shared was that only 20% of sales reps are hitting their quotas in 2024.
◾ Tom Lavery, CEO of Jiminny, noted that 60-70% of the buying process occurs without salespeople, emphasizing the importance of adapting sales approaches.
◾ Kelly Hagerty from G2 stressed the significance of buyer intent data, with over 56% of organizations having purchased AI platforms in the last quarter.
Forget the lone wolf approach. The future of sales focuses on building resilient, adaptable teams rather than individual "superhero" salespeople.
Laura Keith, CEO at Hive Perform, advocated for a human-centered design approach in sales. Her recipe? Spot real problems, test ideas, and let the data do the talking.
The summit reinforced Hive Perform's commitment to equipping sales teams with essential tools and insights for success in this evolving sales landscape.
Industry Insights 🔮
Half of B2B marketers struggle to meet goals due to budget constraints and economic slowdown. Aligning sales and marketing efforts, using a Branded Demand approach, and leveraging genAI can improve outcomes. Effective strategies include content syndication and display advertising, enhancing lead quality and satisfaction.
Jessica Stokes shares expert sales strategies on The Sales Gravy Podcast, emphasizing persistence, relationship-building, and handling objections. Key insights include using micro commitments, time blocking, and positive self-talk to enhance sales success. Stokes highlights the importance of continuous growth and training others in the sales profession.
Spoiler: It's not just about fancy tools or running a one-time training session. It’s about giving your sales team the ongoing support, resources, and coaching they need to thrive.
Think of it like a gym membership for your sales skills—you've got to keep showing up to see real results.
◾ Training alone doesn’t fix everything
◾ Tech is cool - human coaching is crucial
◾ Sales enablement is for EVERYONE, not just newbies
The goal? Closing better deals, faster.
Read more, comment, repost, Hive Perform wants to hear from you.
High agent churn in insurance is costly. Retaining agents through better onboarding, training, and technology investment saves money and boosts efficiency. Strategies include comprehensive training, mentorship, career advancement opportunities, and recognition. Focus on retention over replacement to build a loyal, high-performing team, ensuring long-term agency success.
Effective sales training requires clear objectives, alignment with necessary skills, and ongoing reinforcement. Key success factors include executive sponsorship, customization, engaging learning experiences, reinforcement plans, and personalized coaching. These elements ensure lasting impact and improved sales performance by focusing on behavior change and skill application.
Intent data is crucial for B2B sales and marketing, enabling businesses to identify leads, personalize outreach, and improve conversion rates. This guide outlines strategies for leveraging intent data, such as enhancing ABM strategies, preventing churn, and creating targeted content, to stay competitive and drive business success.