On this week in sales we’ll be looking at: 

  • Whether “omni channel” is the future of B2B sales?
  • Is Gong Wrong?  And are they ‘Data Pandering’? 
  • How are sales reps losing deals? 

And much more! 

This Week In Sales hosts:

50% of B2B Sales Professionals Saw Their Workloads Increase During the Pandemic, New Survey Reveals

Forty-two percent of respondents indicate that customer churn from organizations impacted by COVID-19 is the biggest challenge facing their revenue team in 2021

 Less than 6% of those surveyed are taking in-person meetings today and over 60% of respondents indicated that they won’t resume in-person meetings until the fourth quarter of this year or 2022 and beyond.


McKinsey Research Confirms Omnichannel is the Leading Approach to B2B Sales. Effectiveness Jumps Significantly to 83 Percent.

With omnichannel now established as the new buying norm, 85 percent of B2B organizations expect the hybrid rep to be the most common sales role in their organization in the next three years, compared to just 28 percent of organizations that have hybrid sales roles today.

“The realization that digital channels can play a much bigger role in the B2B sales cycle is creating business confidence about the future. A growing number of businesses want to capitalize on the new opportunities that are now in front of them and made possible by digitized and hybrid ways of selling.

More Than Half of Sales Reps Lost a Sale Because They Couldn’t Meet Buyers in Person, Cites New Allego Report

Going Remote Has Hurt Productivity and Morale

  • 62% of sales professionals say they’ve lost a sale because they couldn’t meet personally with a buyer.
  • 56% of sales leaders say remote work has negatively affected team culture, and 57% of sales reps say they’ve felt unmotivated working remotely during COVID-19.

Going Virtual Has Hit New Hires Harder

  • On average, it takes 2 times longer for new hires to be productive during the pandemic compared to when they could train in-person.
  • 49% of sales reps hired since COVID-19 say they haven’t been coached well enough on virtual selling to succeed.


Vidyard Launches Desktop Apps as Adoption of User-Generated Videos in Sales Accelerates

As more businesses embrace the shift to remote work and reduced travel, a growing number of sales teams are turning to user-generated videos to connect with customers and share ideas when they can’t be there in person. To support this growing need, Vidyard, the video platform for business, today announced the launch of its free Vidyard Desktop Apps for Mac and Windows.

Through the new desktop apps, users can capture high-definition webcam videos and screen recordings with up to 4k resolution. 


Brainshark Announces New Partnerships to Enhance Sales Training

Company’s Strategic Partnerships with ValueSelling Associates and 2Win! Offer Off-the-Shelf Content to Complement Brainshark’s Industry-Leading Sales Readiness Platform

Brainshark, Inc., the leading platform for data-driven sales readiness, today announced strategic partnerships with two of the world’s top sales training companies ValueSelling Associates and 2Win!. The partnerships allow Brainshark customers to access new best-in-class sales training from these organizations within Brainshark’s industry-leading sales readiness platform.


Women are WAY better than men at this high-value sales skill —–  “Is Gong Wrong?”

We analyzed 103,790 B2B sales calls to see if women and men sales pros differ. My goal was to understand what all salespeople could learn from those differences. 

One glaring stat popped out immediately:  Women listen 16% more than men.

Our research shows that men and women sell very similarly in plenty of ways:

  • Talk tracks: Men and women AEs tend to cover very similar topics (pricing, next steps, product, etc.).
  • Question: Men and women AEs tend to ask a similar number of questions, clocking in ~18 per call.
  • Patience: Both men and women have near equal patience scores, as measured by the time of silence between the end of the prospect’s monologue and the beginning of the AE’s next monologue.
  • Language: They also use collaborative language (we, us, etc.) with similar frequency. Emoticons: Men and women use emoticons with a similar frequency, including them in ~2% of their emails.


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