Latest insights

The pandemic forced many businesses out of their comfort zones, sales teams especially. Instead of meeting with prospects, sales teams had to make do via online platforms such as videoconferencing, for example. Despite initial skepticism, many adopters warmed up to the new system of remote interaction. This allowed personal interactions to continue, but from a safer distance. Even brick-and-mortar businesses eventually accepted the need for a strong online presence. Aside from an e-store, businesses also realized the need for digital tools to help them gather customer information and complete transactions online. And

A good salesperson sells products, but a great one offers solutions. In essence, this is what consultative selling is all about. In this era of instant communication, buyers already have a leg up on salespeople. The wide availability of internet resources means that a simple Google search may be enough for a buyer to learn about the product they’re interested in. With basic information already on hand, B2B buyers or procurement professionals will usually engage with sales reps further into the sales process. At this point, they’ll want to learn more about how a product fits into their specific needs. To help provide

Data-driven insights help companies make more informed decisions. B2B guided selling gives businesses the ability to synthesize, connect and enrich disparate data sources and helps to build a more complete picture of how buyers behave. This allows sellers to identify needs, predict behaviors, and close more sales. Business-to-business (B2B) companies often have vast data about their products, customers, and sales, but they don’t always know how to make sense of that data and draw actionable insights from it. This can be a daunting task in terms of tools and knowledge required. Guided selling solutions provide a

One of the biggest challenges of running a small to medium enterprise in 2021 is the ongoing digital transformation of field sales hastened by the demands of the pandemic. This digital transformation requires promoting your products/services across various digital channels to reach your target consumers. Plus you need a team of sales representatives, marketing managers, product developers, etc. who share your vision for the company and are equipped to handle this digital transformation. The most crucial aspect of running a successful and functional SME in the modern era is leveraging the right technology. From

Small and medium, local enterprises (SMEs) are essential to the economy’s health and predicted to lead an economic recovery post-COVID. However, many of these businesses are fighting to keep their doors open since the onset of the pandemic. 89% impacted by the recent rioting and looting in KwaZulu-Natal and Gauteng, according to research by BeyondCovid. Positively, the latest data by Skynamo’s Industry Thermometer for July 2021 reveals that the political turmoil did not have as big an impact on sales as expected. Zane van Rooyen, Product Marketing Manager at Skynamo, South Africa’s leading field sales app, says that

South African women still face tremendous challenges in their daily lives. From personal safety to access to education and work opportunities and appropriate healthcare. Women are still more likely than men to be unemployed. According to Statistics South Africa, 31 percent of men are unemployed. Compared to 34 percent of women, with black women by far the most vulnerable, with an unemployment rate of 38 percent. These are structural issues, backed up by some troubling attitudes. Only 56 percent of men believe earning an income is the best way for women to be truly independent. And nearly two-thirds of South Africans

Polls show the importance field sales teams attach to in-person selling. Their reasons for employing outside sales teams, and how the pandemic affected the size of their sales teams. Sales professionals who attended our Face-to-Face Selling During a Pandemic webinar shared some of their thoughts on the importance of field sales teams for business success. How they plan to use these teams going forward. We learned that businesses value the role of field sales teams and largely consider outside salespeople critical to long-term success. Our poll results suggest that most businesses made an early decision on the role

With all the digital platforms and virtual meeting tools available, meeting in person and selling face-to-face remain the most successful way of doing business. Do people prefer online interactions to meeting in-person when doing business? You might think that future business success depends entirely on your ability to work from home or use digital platforms. Over the past few months, we’ve all had to retreat into our homes, and many businesses have chosen to make remote work a permanent arrangement. Companies that largely depended on field sales teams are wondering to what extent in-person meetings with customers or

“Transparency sells better than perfection,” so why not just own up to it? It’s not easy to admit to buyers that your solution has its shortcomings. But that’s often exactly what’s necessary to increase win rates. People prefer transparency over perfection Todd Caponi argues in his talk on Transparency, Decision Science and the Future of Sales that, as in the case with online sales, people are more likely to buy an ‘imperfect’ product or service than a supposedly flawless one. PowerReviews found that 96% of people who make medium to high consideration purchases online read product reviews before making the purchase.

Field sales professionals Philip Schäfer and Catherine Naudé share their thoughts on the importance of planning, and what many of us get wrong when it comes to planning our day. In your own words, why is planning important? Philip: Planning is about being organised and on the front foot – this is where field sales software can help. Regular planning is critical within the sales environment, as you must be organised and constantly plan your next move. Things would implode without proper planning and you would not be able to reach your goals. To me, it is non-negotiable! Catherine: It’s easy to lose complete track of