What Kills Deals? Virtual Recruiting? Bo Burnham… | This Week In Sales

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

  • Selling behaviours that kill deals
  • Virtual sales recruiting 
  • Apple pushing back on working remotely

And much more! 

Sales news:

The LinkedIn State of Sales Report 2021 

50% of buyers say that working remotely has made the purchasing process easier

 Buyers also identified a number of behaviors from sellers that were immediate deal killers – 

  • 48% Delivering misleading information about a product, its price, etc.
  • 44% Not understanding my company and its needs
  • 43% Not understanding their own product or service


Celential.ai Appoints Vice Presidents of AI And Sales; Expands Its AI-Powered Virtual Recruiter Service To Sales Recruiting

Celential develops an unparalleled deep understanding of candidates’ backgrounds using machine learning, natural language processing, and data science 

Our Virtual Recruiter sends out highly individualized emails to high-potential candidates on behalf of the hiring manager and creates automated follow-ups based on accurate sentiment analysis What would take a recruiter hours is done in a fraction of the time — and rolled out at scale, too.


Remote working has pushed salespeople away: What is the solution?

In a survey of more than 2,000 revenue leaders across the U.S., Canada, UK, France, and Germany, 58% of sales decision makers reported that salespeople departed their teams at higher rates than normal over the past 12 months.

Salespeople choosing to depart teams at a higher rate (58%).

Top three challenges to achieving sales goals are the lack of in-person meetings with clients (33%) and internally (27%), budgetary constraints (28%) and lack of certainty in pipeline and forecasting projections (26%).

The fact that sales teams were expected to perform at the same level as normal during 2020 is further shown through the report’s findings that progress to revenue goals (29% pre-COVID, 29% today) and achieving sales quotas (28% pre-COVID, 25% today) remain the most commonly used measures of team success.


Apple pushes back on remote work

Apple remains committed to requiring most employees to work in the office at least three days a week from September, despite staff opposition.  Apple employees had written a letter asking for the policy to be reversed, giving all teams the option to work remotely. “We believe that in-person collaboration is essential to our culture and our future,” a senior vice president said in a video recording seen by The Verge. Any new remote positions will require executive approval.


Virtual selling expected to be the new normal of medtech sales in 2022

Some say that vaccines will return sales strategies back to normal; however, evidence shows that many providers will continue to prefer virtual interactions.

A survey by Bain & Company shows that this preference is only becoming more common, even in the post-COVID-19 world:

47% of physicians who preferred in-person visits now strongly prefer virtual engagement.

3 out of 5 physicians believe this trend should continue.


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