B2B SELLING HAS CHANGED FOREVER
The companies that master digital selling will:
- Win twice as many new business
- Grow 3 times faster
- and are 5 times more profitable
Sales Strategy
Sales productivity has declined by 14% in the last five years. Less than 49% of sales reps achieve their quotas and 63% of sales leaders don’t know if they will hit their sales targets. B2B buyers have changed dramatically and Sales strategies must also change in order to continue to win sales in the era of the Digital Buyer.
Digital Content Strategy
Nearly 70% of the B2B buyer’s journey is completed before the buyer contacts any potential vendors. Now, more than ever, unless you provide relevant and compelling content, you are practically invisible to your digitally savvy buyers. It is content, not brand, that separates you from your competitors.
Metrics & KPIs
High-level sales and marketing objectives must be broken down into execution-level details. Daily and weekly metrics and Key Performance Indicators are where strategy meets execution, giving Leadership full transparency, increasing agility, flexibility, and responsiveness to changing customer needs.
Intelligent Automation
90% or more of sales and marketing activities can be automated. Automation increases business agility, enables transparency, reduces human errors, and significantly increases productivity--when done right. Intelligent Automation is about designing your marketing and sales workflows with flexibility, transparency, and agility in mind so you can fully realize top ROI on your sales and marketing expenditures.
Digital Marketing
B2B selling today is at least 70% digital marketing. Buyers rarely take calls or respond back to emails, preferring instead to do their own research. Digital marketing is about targeting the best prospects and serving them the information they need to build a trusting partnership with your company even before sales begins.
Digital Content Strategy
Nearly 70% of the B2B buyer’s journey is completed before the buyer contacts any potential vendors. Now, more than ever, unless you provide relevant and compelling content, you are practically invisible to your digitally savvy buyers. It is content, not brand, that separates you from your competitors.
Intelligent Automation
90% or more of sales and marketing activities can be automated. Automation increases business agility, enables transparency, reduces human errors, and significantly increases productivity--when done right. Intelligent Automation is about designing your marketing and sales workflows with flexibility, transparency, and agility in mind so you can fully realize top ROI on your sales and marketing expenditures.
High-Quality Lead Generation
Some 60% of sales leaders say their #1 challenge is quality lead generation, and their sales teams are spending 29% of their time trying to generate their own leads.
In the era of Digital Selling, it is quality, not quantity that leads to consistent sales results. High Quality leads convert 10X higher than average leads, and lead to a 72% increase in sales.
WHITE PAPERS
The Hidden Numbers That Drive B2B Sales Growth in the Digital Age
Three Operational Excellence Areas That CEOs and Sales Execs Must Understand to Consistently Win New Business in the Age of the Digital Decision Maker
The Future of B2B Selling: Content-Driven, Account-Based Marketing
B2B Sales have changed, forever. Find out what changed, why, and what you must do to continue to win in the era of the Digital Buyer.
SOMAmetrics has exceeded my expectations.
We have had great success with SOMAmetrics to the point where we keep going back to them on a regular basis for additional help.
Alicia Assefa is the most effective Sales Leader I have ever worked with.
Case Studies
Targeted Marketing: 792% ROI in 120 days
The dramatic impact of a 4-month targeted campaign on new customer acquisition.
$2.4 Million in New Sales Opportunities with ABM
How a small third-party software vendor become central to the IT strategy of some of the leading Global Financial Service firms.
60 Day ABM Success Story resulting in 278% ROI
How 14 demos were booked in the first 3 weeks of an ABM campaign, with 2 deals closed in the first 60 days
From Startup to 4 Demos a week in 6 Months
How targeted email and phone campaigns enabled this startup to begin booking 12-15 demos per month within six months and build over $647K in sales pipeline.
246% Sales Pipeline Growth in 90 Days
Bringing sales practices, metrics & KPIs, and sales training brought immediate increases in sales performance.
Establishing Market Presence with Digital Content Strategy
How a client was able to achieve its goal of becoming a lead provider to the Medical Devices sector through targeted ABM campaigns.
FREE VALUE PROP ANALYSIS
Validate the Effectiveness of your Value Proposition.
When your company’s messaging is not clear or compelling, it is difficult for your customers to find you and see you as a solution. Validate that your value proposition is powerful and compelling with a FREE Value Prop Analysis.
FEATURED
INSIGHT
Sales Productivity In the Digital Era
The increasingly blurred line between B2B and B2C has inevitably changed the nature of sales, with customers demanding a more personalized selling process. Salesforce’s “State of the Connected Customer” report recently found that 58% of consumers and 77% of B2B buyers believe technology has changed their expectation of how companies should interact with them. As
Five Factors Affecting Revenue Growth
A study by Bain and Company shows an alarming trend: the cost of sales and marketing is growing faster than revenues. Half of the companies surveyed experienced their sales and marketing costs rising faster than revenues. Ironically, when companies achieved high revenue growth, their costs of sales and marketing, as a percentage of sales, remained
The Cumulative Impact of High and Low Quality Leads
The B2B industry is infamously known for its time-consuming sales cycle. While B2B sales are challenged by more decision-makers than B2C, they are also impacted by varying-quality leads that make the process even more unpredictable. A sales person is only as good as his or her leads. When sales reps receive poor leads, the total
Impact of High Quality Leads on Sales and Profits
High Quality Leads close faster, at a higher rate, and at a larger average deal size than do leads of lower quality. That much is obvious. What is not obvious is the dramatic change in sales and profit growth that can result from relatively small improvements in each of these metrics. What makes High Quality
B2B Selling in the Era of the Digital Buyer
The B2B marketplace is evolving faster than ever. In an increasingly automated world, sales representatives must leverage technology and analytics to adapt to changing customer needs and drive higher-value strategic sales through digital selling. Emerging research from McKinsey shows that B2B sellers often struggle between choosing a great sales force and great digital capabilities.
Sales Metrics and KPIs in B2B Sales
Optimizing sales productivity requires a top-down approach that synthesizes business sales goals with an individual representative’s daily performance. Sales metrics, specifically key performance indicators, provide visibility into the fundamental factors that ultimately drive sales initiatives and scalable growth. What are Metrics and KPIs? Sales metrics and key performance indicators (KPIs) are oftentimes used interchangeably, but