Categories: Sales Coaching Tools | Sales Conversation
New research from Forrester shows greener sales reps may have an edge on veteran sales reps thanks to the new B2B buying process. When asked to rank (in order of importance) the five steps to conducting a successful sales meeting, salespeople with less than five years of experience answered nearly as correctly as those with 11+ years of experience, suggesting that the knowledge gap between the two groups is small.
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Categories: Sales Conversation
There’s no better time to set a new goal than the start of a new year. Forget those generic resolutions that you usually break. Instead, commit yourself to success in every sales conversation you have this year. Here are ten sales resolutions you can make right now to improve your sales conversations in 2014.
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Categories: Sales Conversation
Measuring your effectiveness as a sales organization is a critical component to becoming best-in-class. One of the most important ways to benchmark the success of an entire sales organization is to gauge your sales team’s preparation for high-level business conversations with prospects. In fact, recent research by Steve W. Martin published in Harvard Business Review’s blog demonstrates the importance of sales preparedness. Martin found that more than 80 percent of those surveyed thought their outside sales teams were well-equipped to exceed quota, compared to 57% of their inside sales team and just 40% of their channel sales.
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Categories: Inside Sales | Sales Conversation | Sales Process
I’m a dinosaur. I started selling before Al Gore found the Internet and caveman found fire. When I started selling, companies used to put teams out in every city. Inside sales was an afterthought. Now, teams that didn’t have inside sales ten years ago are giving up on the field team all together.
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Categories: Sales Conversation | Sales Transformation
Alignment is a critical component to an entire organization executing a successful sales message. If you want to drive consistency, repeatability and predictable results, you need everyone rowing the oars in the same direction.
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Categories: Sales Conversation
The ability for salespeople to articulate value in a way that speaks to multiple audiences has never been more critical. The latest Sales Performance Optimization report from CSO Insights shows that on average, more than four people have “direct input” on the final buying decision, the highest in the past three years. There is no longer one decision maker. There’s a network of people making the purchase decision. That’s why articulating value throughout the buyer chain is a key component to your sales organization’s success.
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