How to Call Higher to Win Bigger Deals
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...
Sales Game Plan for Growth
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...
Are Your Sales Leaders Coaching Enough?
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,...
How Top Sales Leaders Create Revenue Growth
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...
How Top Sales Leaders Invest in Sales Capabilities
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...
How to Be a More Strategic Seller
Outmoded Sales ApproachesWe all are familiar with the traditional stereotype of the pushy salesperson who pitches their products, manipulates the conversation, and drives relentlessly toward closing the deal faster for their own self-interests. However, that doesn't...
Beware of these Sales Negotiation Mistakes
Sales Negotiation DefinedNegotiation is a discussion aimed at getting an agreement. When you add “sales” to the mix, the interaction becomes one where the parties hope to agree while at the same time they focus on optimizing their individual outcomes. The more you...
