Sales Teams need to embrace the new B2B Sales Process

Available on iTunes.

In this week’s podcast episode we talk to Rick McCutcheon. Rick is a Dynamics 365 CRM MVP and Social Selling Expert. He is also the President of Full Contact Selling where they help customers digitally transform their sales organizations through tools such as CRM and practices such as Social Selling. Listen in as Marie and Rick discuss how businesses need to transform sales and marketing to meet the buyer’s expectations online today.

In this episode you’ll learn three important strategies to transform your B2B sales process:

  1. Map your buyer process and see how that lines up to what they do online and where you are
  2. Backfill the buyer journey with technology (CRM and marketing automation)
  3. Get your social sites right – look like a company people want to do business with

To learn more about Rick’s social selling process visit Full Contact Selling.

Discover how the sales funnel has changed with this guide about selling online.

About Rick McCutcheon

Rick is the creator of the Full Contact Selling methodology. He leads a Digital Sales Transformation and Design Practice specializing in B2B and Channel Sales organizations. Rick holds the prestigious designations of CSP (Certified Sales Professional) with Distinction. He has also been awarded the Microsoft Dynamics CRM MVP Designation. He is a much sought-after keynote speaker and workshop leader drawing on his personal experience of working directly on hundreds of CRM and Sales Force Automation initiatives.

As a professional speaker, he has delivered practical yet innovative messages on the digital transformation of sales to thousands of business professionals ranging from the SMB Marketplace to Major International Corporations. Rick frequently speaks at corporate events and at these leading industry conferences, CRMUG SummitExtremeCRM and CRM Evolution. Rick is also committed to the start-up community working as a Business Mentor at Innovation Factory at McMaster University and the Spark Centre.

For more information please go to Rick’s LinkedIn Profile.

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