Category: Sales Process | Winning by Design

L’IMPACT DE LA VENTE À DISTANCE

By Jacco van der KooijRemote Sales & CS, Sales Process, Sales Training

Cet article examine les facettes de la vente à distance, une méthode mise au point par les startups de la Silicon Valley pour stimuler les ventes en hyper croissance dans le secteur des Petites et Moyennes et Entreprises (PME), et détermine la façon dont elle peut être utilisée par les...

February 12, 2021

DIE AUSWIRKUNGEN DES REMOTE SELLING (FERNABSATZ)

By Jacco van der KooijRemote Sales & CS, Sales Process, Sales Training

Dieses Papier untersucht die Facetten des Remote Selling (Fernabsatz), einer Methode, die von Silicon Valley-Startups eingeführt wurde, um die Verkäufe im SBM-Segment zu steigern, und ermittelt, wie sie von B2B-Vertriebsorganisationen weltweit genutzt werden kann. Zusammenfassende Punkte: Inside-Sales-Teams setzen Remote Selling erfolgreich ein, um SaaS-Lösungen an SMBs zu verkaufen Zwei Schlüsselelemente...

November 25, 2020

The mathematics of enterprise sales to drive sustainable growth

By Jacco van der KooijRemote Sales & CS, Sales Process, Sustainable Growth

Quotas are being missed. Targets are being reset. Benchmarks are out the window. For sales teams using all types of go to market strategies --- whether product-led growth, or field sales, or enterprise account sales --- the fundamentals are breaking down. Figure 1. Where sales is breaking down Reply rates...

June 22, 2020

The impact of remote selling on Enterprise Sales

By Jacco van der KooijRemote Sales & CS, Sales Process, Sales Training

This paper examines the facets of Remote Selling, a method pioneered by Silicon Valley startups to drive hypergrowth sales in the SMB segment, and determines how it can be used by B2B Enterprise sales organizations worldwide. Summary points: Inside sales teams successfully use Remote Selling to sell SaaS solutions into...

May 1, 2020

Sales Kickoffs Have Evolved. Has Yours?

By Jacco van der KooijSales Development, Sales Process

It is becoming quite common across industries, especially in SaaS, to host bi-annual sales Kickoffs (SKOs). If you browse through the photos on LinkedIn in late January and again in the early summer, you will notice the events are either held at the companies headquarters, or even in a vacation...

September 5, 2019

The SaaS Sales Method

By Jacco van der KooijSales Process, Sustainable Growth

For the past several decades, most companies have used a traditional model typically referred to as the “sales and marketing funnel.” According to this funnel, the marketing function is responsible for generating a certain volume of leads at the top of the funnel, sales development is responsible for qualifying those...

August 22, 2019

Sales Process

L’IMPACT DE LA VENTE À DISTANCE

DIE AUSWIRKUNGEN DES REMOTE SELLING (FERNABSATZ)

The mathematics of enterprise sales to drive sustainable growth

The impact of remote selling on Enterprise Sales

Sales Kickoffs Have Evolved. Has Yours?

The SaaS Sales Method

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