Social Selling in 2016

The New Year has just started. However, it means more than just a change in the calendar. It is the most opportune moment to change ourselves by improving upon whatever we were doing in the previous year. Those who are in sales will have to change their sales strategy and tactics completely because buyers have totally changed their buying practice and procedure.

The old method of cold calling or cold emailing will not elicit a single lead while studies reveal that 92 percent of buyers delete their email or voice mail messages when these come from someone they do not recognize or know. On the other hand, studies conducted by IDC bring to light that 75 percent of B2B buyers use social media to make buying decisions, and a hopping 84 percent of C-level and VP-level buyers make use of information from social media and social […]

Read More

Death of a Salesman

You may probably go a bit away from what this post tries to tell if you are trying to link the content to renowned American playwright Arthur Miller’s Pulitzer Prize winning drama Death of a Salesman that created a sensation some years ago.

 Death of a (B2B) Salesman

Nevertheless, this post deals with yet another sensational episode entitled Death of a (B2B) Salesman, authored by the world’s leading research and advisory firm Forrester not very long ago. To be precise, Forrester has forecasted that ‘in less than five years’ time, the death knell will have sounded for 20% of B2B salespeople (around 1 million) and account managers in the information technology sector.’ But is the future as bleak as it sounds? Perhaps, not so, as I presume for situations emphasized below.

To begin with, if a […]

Read More

Prediction vs. Reality in Information and Communications Technology (ICT) Sector

Sometime ago, International Data Corporation (IDC) made quite a few startling predictions for the information and communications technology (ICT) industry. However, these were greatly influenced by the 3rd Platform, i.e. the industry’s emerging platform for innovation and growth built on the technological underpinnings of mobile computing, cloud-based services, big data and analytics and social networking.

 To be more precise, some of IDC’s predictions, as presented by Frank Gens, Senior Vice President and Chief Analyst at IDC, are presented below for the benefit of researchers interested in finding the facts.

27>> IT spending, throughout the world will reach $2.1 trillion by the end of 2014. This spending will be channelized through 3rd platform technologies, which is estimated to grow 15% year over year, eventually capturing 89% of the total spending growth. Sales of tablets and Smartphones will […]

Read More

Traditional Marketing In Today’s World

In an ever changing world, technologies rule the roost. With the advent of Digital Marketing, most traditional marketing methods have taken the back seat. Even though some may argue that traditional marketing hits the nail hard on the head, forcing buyers to make the conversion straightaway, statistics tell a different story. According to a recent study, it has been revealed that while Digital Marketing spend has registered a 14% increment, Traditional advertising spend has experienced a 116% drop!

Let us analyze the situation and see for whom the bell tolls most

Print Advertising tops the list of casualties hit by digital marketing as of now. Sadly enough, it has declined by more than two-thirds in course of the last couple of decades. To be more precise, it has nose dived from a whopping $60 billion to as low as $20 billion. It seems that […]

Read More