Openview
DECEMBER 12, 2018
Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. But, we’ve found that there are some trends that haven’t made headlines, but require the attention of tech sales leaders in the coming year. Yet most of that understanding has yet to make it into sales curriculum.
Miller Heiman Group
FEBRUARY 13, 2020
Sharing perspective has a significant impact on win rates—more than 23% for sellers who excel at providing perspective compared to those who fall short—yet only 11% of sales organizations have mastered this type of selling, according to our 2018-2019 Sales Performance Study.
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Miller Heiman Group
OCTOBER 23, 2019
Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. Defining a Clear Sales Data Strategy. What’s Yuri Dekiba’s Move? .
Miller Heiman Group
FEBRUARY 11, 2020
In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. of organizations agreed that this was a strength. Coaching Sellers.
Miller Heiman Group
JULY 8, 2019
Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. Last year, the average sales organization saw revenue attainment of 101%, according to CSO Insights, the research division of Miller Heiman Group.
Showpad
MARCH 7, 2022
Despite women making up over half of the college-educated workforce, women are still severely underrepresented in B2B sales across most industries. Yet a 2019 study found that, on average, women in sales outperform their male counterparts when it comes to making quota—with 86% of women making quota, compared to 78% of men. .
Chally
MARCH 18, 2021
These factors can be quantified as: Ramp time – The time it takes for a newly hired salesperson to reach proficiency Tenure – How long the salesperson stays with the company Promotability – The potential to grow into more senior sales roles or sales management. Most organizations struggle with all three factors.
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