What Percent of Your Sales Team Needs to Be High Performing
What Percent of Your Sales Team Needs to Be High Performing to Drive Meaningful Results?We know from project postmortem results that sales performance is rarely distributed evenly across sales teams. Typically, a minority of salespeople drive the majority of revenue....
How to Update Your Sales Training Curriculum
Sales Training Curriculum Should Be ImpactfulYou really want sales training curriculum to make a positive and measurable impact. The goal is simple – provide your sales team with the skills, knowledge, motivation and confidence to improve sales revenue, margin, win...
4 Moves That Separate Top B2B Sellers
On Most Sales Teams, Only a Small Percentage Are OutstandingWinning new business is challenging. Buyers are more informed, have more alternatives, are under more pressure, and have higher expectations than ever before. Unfortunately, research from Xactly tells us...
How to Create Trust with Customers Faster
Trust Matters in SalesTrust is an essential component of a successful sales equation. When buyers trust sellers, they give them access, they listen to them, they spend time with them, they depend upon them and, ultimately, they buy from them. What would happen to...
How to Improve Business Sales Training
Do You Need to Improve Business Sales Training?U.S. companies invest over $70 billion per year on business sales training, an average of almost $1,500 per salesperson and significantly more than developing employees in all other functions. The question is, “How...
The New Reality of B2B Selling
The New Reality of B2B SellingThe world of B2B sales has been turned upside down. The new reality of B2B selling has given customers access to enough information that buyers rely far less on a sales rep to educate and influence them early in the buying...
How to Be Smarter at Sales Negotiations
Mutually Beneficial NegotiationsFor the kinds of negotiations that satisfy both parties and are likely to create value over time, you need to accept that win-win negotiations are more about cooperation and mutual benefit than confrontation and a zero-sum game. Sure,...
