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The Sales Way Podcast is for anyone working in B2B sales enablement and B2B sales leaders - bringing you super simple tips and insights to help you drive greater sales and marketing success. From how to create your sales playbook, to getting your sales teams social selling, we're here to help you create more success in your sales enablement activities. Brought to you by Contemsa. The Sales Way Podcast: https://thesalesway.com Contemsa: https://contemsa.com
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Qualifying Sales Opportunities Organizations with sales teams fall into one of two camps when it comes to qualifying sales opportunities or customer deals. Either you have a qualification process in place, or you don’t. When we talk about qualifying sales ops, what we mean is that you have a company recognised method of deciding whether a sales opp…
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Ep.12 – Rebooting Your Sales Strategy After COVID Lockdown
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Episode Notes Coronavirus has turned everything upside down – and so it’s not surprising that most sales teams across the world are in a state of flux. Customers aren’t buying, or maybe they are, but they’re not buying what they’d planned to buy 12 months ago – in fact, in a B2B sales survey on the impact of Coronavirus that we conducted, 73.9% of …
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Being an Introvert in Sales We often think to be successful in sales, you need to be an extrovert. True, lots of salespeople are extroverts. Sometimes, maybe a little TOO extroverted. We all know that person. Sales can involve a lot of speaking to new people, engaging an audience, presenting to customers, cold calling, reaching out, interacting, an…
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Ep.10 – How to Create an Amazing B2B Case Study
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How Do You Write a B2B Case Study? Link to a FREE guide on creating B2B case studies: https://contemsa.com/sales-hub/closing/case-study/ This week, we’re looking at case studies – why we need them and how to create an amazing case study for your brand.A case study is your product’s story – it’s the story of how your product is helping organizations…
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Episode 9 - Racial diversity in sales In this episode, I wanted to talk about an important issue – racial diversity in sales teams.The more diverse your sales teams are, the more likely they are able to align with your customers – as customers themselves have increasingly diverse workforces, sales teams also need to reflect that same diversity to e…
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Episode 8 - Smashing stereotypes in Sales: In this episode, I thought it would be interesting to look at some of the stereotypes we have about what makes a typical salesperson – and why we should be seeking to challenge some of these stereotypes. We often have a clear picture in our heads of what makes a successful salesperson – they probably look …
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In this episode, we talk about what is Sales Enablement - and try to give a simple answer to a difficult question. We look at some of the challenges facing salespeople that Sales Enablement helps with - across customer knowledge, sales skills, tools, technology, processes and content. For more information, head on over to https://contemsa.com to fi…
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We follow on from the last episode, where we talked about how to use a Sales Messaging Hierarchy to tailor sales messaging to different industries and buyer roles. In this episode, we talk you through a super simple framework for creating your own sales messaging, across: The types of organizations you are focusing on The buyer roles within those o…
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In this episode we’re going to be looking at how you can craft your sales messaging, and specifically how you can start to think about how you can apply different types of sales messaging – more impact, deliver greater results. Let’s get started today looking at the different levels.So firstly – we have your Company Level messaging.This is where yo…
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Ep.4 – Social Selling: Why Your B2B Salespeople Should Care
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Hi everyone, so the topic of today’s episode is Social Selling: Why Should Your B2B Sales Teams Care?Over the next few minutes, we’re going to be diving into social selling, specifically for B2B sales teams.So what is social selling? Well, it’s about using social media to connect and build relationships with customers and prospects. In research fro…
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