the-ultimate-guide-to-using-the-sales-process-to-improve-sales-performance 
The Center for Sales Strategy
MAY 18, 2021
Some people are skilled at closing a sale. It's easy for them to build rapport with customers, gather information, pitch a product or service, and then close the sale. Others excel only in connecting with prospects and find it incredibly hard to present a product or close the sale.
Upland
MAY 4, 2023
So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.
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Upland
FEBRUARY 29, 2024
Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. A lthough change can be scary, difficult and potentially costly if not managed correctly, it is ultimately the key to achieving higher win rates, championing large buying groups, and growing revenue.
Mike Kunkle
MAY 30, 2023
Purposefully orchestrating organizational performance improvement is difficult. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Therefore, enablement is hard work. This remains true.
Brooks Group
MARCH 6, 2024
Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.
Brooks Group
APRIL 9, 2024
Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Finance, operations, and management, oh my!
Mike Kunkle
FEBRUARY 5, 2023
“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in quota attainment 19.7%
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