by Tris Brown | Feb 1, 2023 | Solution Selling
Why Call Higher to Win Bigger DealsWe know from our executive sales training data that very few C-Level executives actually make the majority buying decisions. So, is it worth all the time and effort to set up meetings with C-Level executives who have varied roles in...
by Tris Brown | Jan 2, 2023 | Solution Selling
Sales Effectiveness – Do You Have the Right Sales Game Plan for GrowthBe honest. How much time do your sales reps spend on sales pre-call planning? Data from multiple sources tells us that sales reps spend less than 10% of their time on preparing and planning to win...
by Tris Brown | Dec 2, 2022 | Solution Selling
Sales Growth OutperformanceSales leaders who seek to outperform their competitors often overlook one of the main drivers of sales growth — sales performance coaching. While sales leaders try to do the right thing promoting star performers to sales management roles,...
by Tris Brown | Nov 1, 2022 | Solution Selling
Top Sales Leaders Create Revenue GrowthAccording to McKinsey, 1-in-4 companies did not grow at all over the last decade, and only 1-in-8 sales leaders create revenue growth of more than 10% percent. Our organizational alignment research found that aligned companies...
by Tris Brown | Oct 3, 2022 | Solution Selling
Top Sales Leaders Invest in Sales CapabilitiesWhen sales start to lag, some sales leaders panic and look to business sales training as a silver bullet. But we know that training for training’s sake rarely cures the problem. After measuring over 800 sales training...
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