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Digital guides instead of chatbots: the evolution of B2B communication
The internet has revolutionized B2B communication: From telephone, post and branches to online forms and chatbots. The next evolutionary step is digital guides, a symbiosis of man and machine. Find out how they work and what the differences and advantages are compared to chatbots in the new NewsFlash.
Will digital tools and AI replace people in sales?
Human interaction matters! In the digital age, people are not becoming less important - on the contrary, they are becoming even more important. While machines are taking over more and more routine tasks, people can focus on their emotional core competencies. You can find out exactly what this looks like in day-to-day sales in our new NewsFlash.
Are salespeople egotistical? How to prevent knowledge hoarding in sales.
How well does your sales team communicate? Probably less well than you think. Every year, Fortune 500 companies lose a total of 31.5 billion US dollars because colleagues don't share their knowledge with each other. This phenomenon is called "knowledge hoarding". In the new NewsFlash, you can find out how you can prevent knowledge hoarding by using digital playbooks.
Why does cross-selling fail - and how can it be done better?
Companies with a successful cross-selling and upselling strategy increase their profits by an average of 20%. However, 37% of all salespeople do not achieve any cross-selling turnover at all. Why is that? Many companies make a fundamental mistake when it comes to cross-selling: they treat the customer as they did with the first deal and use the same tactics. This is a completely new sales cycle. You can find out how to do it better in the Linkando NewsFlash.
Sales rep onboarding: faster, more efficient and cheaper with digital playbooks
Sales rep onboarding takes far too long. On average, it takes 3 months for new sales reps to interact with buyers, 9 months for them to perform competently, 15 months to become a top performer - if at all. In times of skills shortages, no company can afford such long onboarding times. The good news is that with the right system, it can be done much faster.
When two companies merge, which CRM will be used afterwards? What sounds like a trivial question at first glance is a decisive success factor in post-merger integration. Because if there is no central CRM, both companies cannot pull together. Digital playbooks - directly integrated into the CRMs of both companies - create the ideal transitional solution and facilitate integration.
Shorten the B2B sales cycle with Linkando Playbooks
Is your sales cycle too long? If you sell a B2B product, then the answer is most likely "Yes!" The main problem in B2B sales is the lack of understanding on the seller side for the buyer side. Sellers can't change the processes on the buyer side, but they can change their own sales processes. To shorten sales cycles, sales leaders need to create a better understanding of the buyer side.
Why is digital transformation so difficult?
More and more buyers want to buy digitally, but sellers are finding the switch to digital sales difficult. Digital tools are both the solution and the problem. In order to successfully master the digital transformation in B2B sales, companies must first and foremost adapt their structures and processes to the challenges of modern sales.
Watch out sales leaders: Yes, the EU AI Act affects you too! Do you remember the introduction of the GDPR? A lot has changed since then, from marketing to sales to customer service. This could be the case again with the AI Act. It came into force on August 01, 2024.
From win rates to best practices
Success in sales can be replicated! The task of sales leaders is to "decode" the recipes for success of their champions and transfer them to the entire team. But how do you do that? That's what our new NewsFlash is all about.
Do you use the SmartWe CRM? Then you can integrate Linkando Playbooks directly into your CRM. It's really easy to do in the Google Chrome or Microsoft Edge browser. No need for expensive and complex integrations!
How can you identify potential for improvement in the sales process? Ask your sellers! Because they are close to the customer and know what works and what doesn't. With Linkando's feedback forms, you can involve your sellers in the change management process and implement their feedback directly in your sales playbooks.
Sales meetings are increasingly taking place virtually and Zoom is now one of the most popular video call providers worldwide. That's why you can use your playbooks and action cards directly in your Zoom calls.
With the Sales Navigator, LinkedIn offers a comprehensive social selling tool with which you can map the entire sales cycle on the LinkedIn platform, from prospecting to deal closing and upselling.
meetergo integration
meetergo is a GDPR-compliant tool for online appointment booking that automatically classifies incoming requests and forwards them to the right contact person.
Hubspot provides you with Hubspot-internal playbooks with which you can standardize simple interactions with forms. However, since Hubspot is a pure CRM and not a specialized playbook solution, the Hubspot playbooks differ significantly from Linkando playbooks in terms of their scope and features.