The Buyer Research Phase: How to Best Move a Sale Forward
The Buyer Research Phase: How to Best Move a Sale ForwardWe know from business sales training participants that the majority of B2B solution buyers do research before making a buying decision. According to Gartner, 75% of B2B buyers even prefer a rep-free sales...
3 Tips to Build a High Performance Sales Team
Tips to Build a High Performance Sales Team to Create Profitable Growth Selling complex or high ticket solutions is not easy. To succeed requires a clear sales strategy, and aligned and sales-driven culture, and a high performance sales team that is firing on all...
5 Ways to Not Waste Sales Training Investments
Do You Waste Sales Training Investments? Here's the good news: A study by Southern New Hampshire University found that effective business sales training can have a return on investment of up to 353%. A study by the Sales Management Association found “teams that invest...
Characteristics of Top Salespeople
Do You Know The Characteristics of Top Salespeople? Sales effectiveness should be a top priority for any CEO looking to profitably grow their company. Assuming that your sales strategy is clear enough and that you have a sales-driven culture, the fastest and most...
4 Psychological Selling Traps to Avoid
Some Surprising Psychological Selling Traps to Avoid When you’re working toward closing an important business sales opportunity that makes sense for you and your ideal target customer, don’t let some common psychological selling traps pressure you to to leap to the...
Impact of Sales Coaching Programs
The Impact of Sales Coaching Programs Matters One of the most effective ways to improve sales performance is through the impact of sales coaching programs designed for your specific sales strategy and unique sales culture. Based upon over 800 sales training...
5 Ways to Increase New Sales Rep Speed to Productivity
Do You Need to Increase New Sales Rep Speed to Productivity? Most sales leaders who need to hire top sales talent to meet growth targets, are anxious to increase new sales rep speed to productivity. We define productivity as meeting or exceeding sales quota and...
