Customer loyalty is critical for growth companies. B2B sales organizations that lose clients (churn) must recover lost revenues before they can increase their net new revenue. Losing clients often causes sales organizations to miss their targets and fail to achieve their ...
B2B sales organizations sell to other companies. Sales leaders and their sales teams are responsible for an increase in B2B ...
Every sales organization and sales professional must choose between two sales approaches: traditional and modern. The ...
Only thirteen percent of customers believe a salesperson can understand their needs.
The investment you make in sales enablement ensures your sales force's effectiveness and will allow sales teams to create ...
Over time, as the external environment changes, sales organizations adapt their sales approach to match the needs of their ...
Over time, buyers have changed, and sellers have had to follow. B2B salespeople have had to find new ways to create value ...
You might have found sales success using a positioning statement about your company and your offerings. You may have found ...
There are rainmakers and rain barrels. The rainmaker makes rain by creating opportunities and generating sales and income. ...
Are you doing everything you can to hit your goals? If you’re not budgeting adequately for sales manager training, you might ...
If you are in sales long enough, you will notice sales organizations (not yours) and some salespeople (not you), underinvest ...
According to Linkedin, seventy-eight percent of the salespeople engaged in social selling are outselling their peers who are ...
The writer Kurt Vonnegut used to tell his students to "pity the reader." Vonnegut wanted his students to slow down and think ...
The different types of sales include B2C (business to consumer), B2G (business to government), and B2B (business to ...
When it comes to competition in sales, there are two conflicting ideas. On the one hand, there is nothing you can do about ...
In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, you will find one of the most powerful sales ...
There are several types of sales. Some salespeople sell to consumers (B2C), while others sell to government entities (B2G). ...
Forty percent of people respond better to visual information than plain text.
The reason professional B2B selling evolves over time is because decision-makers need something new from salespeople. When ...
In 2010, I said that “Negotiation is the art of the deal.” And it’s still true today.
There are several ways to improve the effectiveness of a sales force, and B2B sales training is the first way most sales ...
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