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

* Why you’re more likely to have a CEO jump on your sales call because of the pandemic * Why sellers don’t influence buyers as much as they think they do* We’ll discuss a new study that shows that almost half of CRM data is complete rubbish

And much more! 

This Week In Sales hosts:

* Victor Antonio – Youtube.com/user/salesinfluence* Will Barron – Salesman.org/Youtube

Topics:

33 percent of sales leaders say they’ve “clawed” their sales results back to a significant recovery

The Brooks Group asked leaders how the lingering effects of 2020 were shaping their current and future sales planning activities –

* 33 percent have clawed their way to a significant recovery.* But most sales leaders indicated that their sales formula will need to continue to be tweaked well into the new year in order to effectively profit as the pandemic drags on.

https://brooksgroup.com/sales-resources/whitepapers/sharpening-your-competitive-edge-during-the-pandemic

Sellers have little opportunity to influence customer decisions

* Gartner research finds that when B2B buyers are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. * When buyers are comparing multiple suppliers‚ the amount of time spent with any one sales rep may be only 5% or 6%.

https://www.gartner.com/en/sales/insights/b2b-buying-journey

Product-based Sales Training Market to Grow by $ 4.21 billion by 2024

* Product based sales training a growing trend* Growthing emphasis on “micro learning”

https://www.businesswire.com/news/home/20201111005746/en/Product-based-Sales-Training-Market-to-Grow-by-4.21-bn-During-2020-2024-Industry-Analysis-Market-Trends-Market-Growth-Opportunities-and-Forecast-2024-Technavio

Study: Half of all businesses believe that the quality of their CRM data is somewhere between “very poor”and neutral

* Over a third of participants claim to have no CRM data management process/one that is “ineffective”* 27 per cent also report that bad data costs them ten per cent or more in lost revenue annually. Almost half of participants actually believe their systems are so poor that they cannot even estimate bad data’s effect on revenue.

https://www.thedrum.com/news/2020/11/11/poor-quality-crm-data-costs-enterprises-revenue

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