Industry Insights
Curated articles on essential themes and topics to succeed in a B2B sales environment
5 Steps to Drive Sales Utilising Sales Analytics
Sales analytics might sound like a buzzword but in reality it is the backbone of modern sales strategy, transforming data into actionable insights that drive performance and growth.
Navigating the B2B Sales Terrain: Strategies for the Resilient Reseller
In the ever-evolving landscape of B2B sales, resilience stands as a linchpin for success. The ability to navigate challenges is not just a skill but a strategic necessity for sales managers looking to thrive in the dynamic world of reselling.
From Data to Action: Turning Sales Analytics into Real-World Results
In today’s fast-paced business environment, sales analytics has become an indispensable tool for sales managers seeking to optimise performance and drive growth.
How to Build Your Sales Strategy for the New Year
As we approach the end of the year, it’s important to take stock before building a new plan for 2023. A great sales strategy is about knowing your buyers and learning from their behaviours.
How to Hone Your Trade Show Strategy
While the rise in remote working and more flexible schedules has been welcomed with open arms, effective sales teams still know the power of in-person interactions when it comes to business relationships.
B2B eCommerce: What It Is, and What It Means for Your Sales Team
The rise of eCommerce isn’t a new phenomenon. Over the past decade, as the internet has become the go-to resource for everyday commerce, education, social networking, and information, businesses have evolved to meet their customers where they spend most of their time – online.
Is Your Team Experiencing Sales Stress?
Whether you’re worried about reaching those end-of-year targets, you’re struggling with the impact the cost of living crisis is having for wholesalers, or you’re simply reaching a point of burnout as we enter the fourth quarter, sales stress is rife.
Is Your Sales Data Secure?
October is cyber security awareness month, and with cybercrime topping the list of the biggest risks for businesses this year, according to the Allianz Risk Barometer, it’s time for business leaders to pay attention.
The Demise of the High Street and what it means for Wholesalers
As high street retailers struggle more than ever, and consumers battle with rising inflation, living costs and energy bills, businesses and civilians alike brace themselves to tighten their belts in the year ahead.
Reshaping Your Strategy for a Hybrid Salesforce
The world of work looks a lot different now, compared with the workplace landscape a few years ago.
Why a Cloud CRM could be a Game Changer for Your Business
Since the beginning of the pandemic, businesses have increasingly embraced a cloud-based workplace. And with cloud adoption sky-rocketing since 2020, naturally, we’ve seen a number of tech innovations and evolving tools that simplify our working lives, and improve the experience for our customers.
The Power of Centralising Your Sales Data
As businesses continue to handle more and more customer data, knowing how to collate, oversee and utilise that data has become more crucial than ever.
How to Optimise Your Tradeshow Presence
Trade show season is officially upon us. Live events industries have experienced a tumultuous few years, meaning vendors are keen to take their tradeshow strategy to another level this year. Many organisations who feel they’ve missed out on the success of trade events in the past couple of years are looking to really hit the ground running, maximise the budget, make an impact, and ultimately, drive more leads on the show floor.
Reaping the Rewards of a Remote Salesforce: 5 Top Tips
In the wake of a global pandemic, the world of work has completely changed. The days of being chained to a desk for eight hours of the working day (and sometimes more) are arguably a thing of the past, as employees and managers have learned to find a more flexible working routine.
Why Customer Data is the Key to Converting More Leads
The word ‘data’ is something many might shy away from. For some sales managers, customer data can bring to mind GDPR nightmares or messy, maltreated CRMs archaic customer records. But when data is used well, it can be the make-or-break of your sales team.
How to Empower your Salesforce by Streamlining your Sales
The world of sales has changed hugely over the past decade, and even more so during the era of a global pandemic.
As customers are bombarded with sales and marketing messages on every channel, competition is rife. Sales teams must think outside the box, as well as ensure that their team runs like a well-oiled machine to optimise every opportunity.
Breaking the Silos: Why Sales and Customer Service go Hand in Hand
Customer expectations are skyrocketing in an increasingly digital consumer landscape.
With social media enabling quicker, more convenient ways for customers to reach out to businesses, and with payments and delivery speeds all improving in line with consumer convenience, customers expect exceptional service as the digital transformation reigns.
Customer Experience: Using your Sales Cycle to Meet Changing Demands
Customer expectations have evolved fast in the wake of the global pandemic. Whether you’re selling to businesses or consumers, buyers want speedier, more convenient, friction-free service from any brand they interact with.
That means organisations have had to up their game, making use of the technology available to them to automate processes, digitise workflows and ultimately deliver interactions that add value to keep their customers loyal.
“Toucan Sales Analytics has been very well received by management, our area sales managers and customers who feel the reps are better informed can recommend suitable new items which led to additional business.”
Matt Walker, Managing Director, Hilka Tools (UK) Ltd.
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