Telecommunications

Customer experience has long been a priority for B2C companies, but it hasn’t been a focus for B2B organizations until more recently. The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase…

Almost every company struggles with sales productivity, and this problem is only exacerbated by the rising pressure to meet or exceed increasing revenue targets. Organizations are growing their sales teams and chasing more aggressive sales goals, but they aren’t scaling their processes, best practices, and sales tools at the same rate. As a result, productivity…

“Efficiency is doing things right; effectiveness is doing the right things.” – Peter Drucker, father of modern management theory In other words, just because you CAN do something, does that mean you SHOULD? And what SHOULD you be doing anyway? ‘Sales efficiency’ and ‘sales effectiveness’ sound like vague concepts, but they can actually have a…

Last month we touched upon some of the current challenges facing sales and marketing teams in the telecom industry, and detailed how some legacy providers have begun to shift their focus from consumer to B2B markets, developing their revenue streams  to retain a foothold in the market. To recap, perhaps the most compelling argument for…

Buyers have taken control of the modern sales cycle, and successful salespeople today know they need to act like trusted advisors with prospects to simplify their decision-making process, understand their needs and behavior, and deliver immediate value, otherwise they will lose the deal. Great sales managers and sales reps won’t just accept that a deal…

The B2B telecom industry is unique. On one hand, it provides a service that enables the use of one of the business world’s most indispensable commodities – the telephone. As mobile data consumption continues to accelerate YoY, growth of the B2B market is expected to be four times greater than that of the consumer market…

Prior to the rise of technology, B2B sellers were behind the wheel. In the old days of selling, buyers relied on sellers to provide the information they needed to make a purchasing decision. Now, the computer firepower carried in buyers’ pockets can connect them to mountains of product information in a matter of seconds. Today’s…

Implementing an enablement strategy is one of the most effective ways you can transform your sales and marketing teams. For example, organizations that have a defined sales enablement program have seen a 350% increase in content usage, 275% boost in conversions and 65% more revenue generated by new reps. However, not all strategies are created…

Based on Nadia Rashid’s long life in sales, selling a wide variety of products ranging from oil and gas to marketing technology, you would assume that she was always full of passion for selling. But she actually came into sales, as she puts it, “by accident.” “I didn’t grow up aspiring to be in sales,”…

In case you missed it, here is part 1 of the Sales Enablement Chronicles interview. For this edition of The Sales Enablement Chronicles: Insights from the Inside, I interviewed John Chinello, Director of Global Sales Enablement at Tealium. John has held a variety of sales enablement positions at RE/MAX, Cars.com, Verve and now Tealium. He…