Biggest Sales Challenges for 2015

Biggest Sales Challenges for 2015

A recent survey from the sales training and coaching consultants at Richardson points out some interesting results for the top sales challenges for 2015. The study is based on 370 responses from sales reps, sales professionals and sales leaders, mainly from B2B industries. Gaining appointments with leads and potential buyers is respondents’ top prospecting challenge in 2015; the second being identification of potentially solvable triggers/sales signals. The third is creating a targeted prospecting strategy.   Gaining appointments in a highly competitive landscape where buyers have much more control is a major challenge for all of us. Generating leads, and especially qualifying them, is — from a sales perspective— one of the main marketing challenges today. It becomes even more challenging when you actually get to encounter a potential buyer, and you have that one opportunity to create value and insight during the sales conversation.   What actually will bring the real insights is real data which uncovers what sales conversations are actually based on. And if they’re done right, as we talk about here, those conversations are based on clients’ needs.  This is where new sales technology enables new opportunities to actually know what happens during sales conversations—which then provides the basis for improvements for both sales and marketing, and eventually individual sales reps. In frequent conversations with sales management, we get clear indications about this need for real-time sales meeting data. For example,  even when a CRM is used correctly, there are glitches in the information that managers receive. Even with the strongest, most responsible sales reps, there’s usually a gap in understanding what’s happening out there in the...
Yooba at Sales Innovation Expo 2015

Yooba at Sales Innovation Expo 2015

We’ll be attending the Sales Innovation Expo in London on May 13-14th. Registration is free and please get in touch if you’re planning to go. Are you leaving your one sales opportunity up to chance? Yooba is a sales meeting performance company. We offer cutting-edge solutions to serve one core purpose: increase your sales meeting success rate. Our platform is used to create and distribute stunning sales presentations, while delivering complete and actionable data that informs best practice behaviour. The shift has already happened. Are you kitted for the new sales paradigm? Large investments are made into your sales process: • From product development and packaging — to segmentation and prospecting. • From sales promotion and sales presentations…to corresponding learning and training. • From meeting arrangements to reporting on your CRM system. • From sales rep recruiting to staff-turnover reduction efforts. It’s now common knowledge that the so called “sales process” has shifted into a “buying process”. They are more educated, and are typically 60% through the purchase process before they make contact. – Your job is not just selling anymore —it’s filling in your client’s information gaps, and creating trust and loyalty. In earlier days, linear presentations educated the customer perfectly—but today you require dynamic presentations: where you can answer the client’s questions by accessing relevant content with a quick “click” in real-time. In doing so, you are seen as competent, trustworthy, and seamlessly on top of things – qualities that provide true customer focus and service! Improve overall meeting performance through empowerment and control. If asked, your best performing sales reps could only increase their performance by...
Seven Tips for Creating Outstanding Client Dialogues

Seven Tips for Creating Outstanding Client Dialogues

A study with 1,400 B2B customers across separate industries revealed that almost 60 percent* of a typical purchase decision is made before a customer even talks to a supplier. Customers read up on the subject, compare options, and reject solutions that they don’t believe are for them—without ever giving businesses a chance for a direct encounter. So, when you enter a meeting, how can you be sure of what the customer wants to talk about—and be prepared for it? The answer lies in customer-driven processes; which revolve around around meeting customer needs and expectations, and providing the answers their questions. The aim is to not only find out what customers think and feel—but to find out why they do so…and then build a solution on that basis. Here are seven tips for creating meetings and dialogues that to a larger extent are driven by the customer—not the seller.   1. Listen, and let the customer lead the way. Go to the meeting with the attitude that you are there to learn about the client and their industry. Listen to what the customer has to say and try to understand the challenges, problems, buyer role and opportunities they face before you suggest a solution. Only when you have created some degree of trust can you really start thinking about your solutions. 2. Sell what the customers need, not what they want to buy. Before your sales meeting, customers have already identified their problems and have chosen you—and a number of other companies—as potential suppliers to the solution. The customer is obviously an expert in their field, but their perceived problems...
Smarter Sales Presentations for the Food & Beverage Industry

Smarter Sales Presentations for the Food & Beverage Industry

Sales people have traditionally traveled around with thick sales binders, had three minute customer sales calls over a pallet of goods, and “operated under the radar” of sales management. Now, new technologies are changing the entire landscape – from smart phones to digital tablets – and companies’ sales organizations have to adjust to compete in the modern digital world. Via many discussions with clients and prospects in the food industry, we have identified three opportunities and competitive advantages to connect the company’s sales force and make it truly mobile. Business Opportunity 1: Become Paperless Media has for many years reported on the paperless society and how it will replace pen and paper. The truth is that digital tools – such as tablets – are complementary in nature. And they bring much greater benefits than simply being easy to carry around. Printed materials are rarely updated and quickly become outdated. Any errors in sales sheets and catalogs are usually not corrected and remain until the next reprint or until the campaign is over. By producing and distributing all campaign and product materials via a secure Web service, you are guaranteed that the sales materials are always up-to-date. You also know how many sales people have adopted to use the digital sales content and can see which ones are still using printed content. This provides an opportunity for sales managers to provide coaching and training on an individual basis when needed. Business Opportunity 2: Make Joint Visits “After the Fact” An effective sales coach bases his engagements on what each individual sales person needs in order to perform at maximum potential....
Mobile Sales Enablement from a user perspective

Mobile Sales Enablement from a user perspective

A constantly recurring mantra at Yooba is to always focus on our end users – the sales reps. We say (and mean it) that we should always back-up the sales rep; we develop features that streamline sales processes from several perspectives. But ultimately, we also need to make it easy. Easy is fun and engaging. Sirius Decisions highlights the relationship between usability and utilization when it comes to new sales technology. And it confirms our theory that we have been following for a long time – that if we don’t listen to the sales people, we make it harder to reach the potential success as technology is not used to its full potential. Concretely, we have designed within our own processes a regular dialog with the sales people to get a complete understanding of their real problems before we start sketching on the version, including many ‘reality checks’ during the pilot to anchor the design and functionality, and to finally ensure that the project as a whole is useful and meets all the requirements. If the project is not used, unfortunately, half is lost. For all involved...

A Meeting Performance Platform

Yooba Sales Meeting Performance provides strategic and functional sales technology designed to increase productivity and sales results. By providing interactive content, training, and analytics for sales reps and frontline managers, Yooba powers client-facing meetings with an unprecedented advantage.


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