close-this-performance-gap-get-more-appointments 
The Center for Sales Strategy
MAY 5, 2021
Even your best sales reps aren’t immune to sales performance gaps. There are common gaps like not following the sales process, poor listening skills, not properly preparing for calls, not identifying valid business reasons (VBR) early in the process… the list continues.
Brooks Group
DECEMBER 20, 2023
As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics. Beyond the traditional key sales performance indicators (KPIs), such as revenue and conversion rates, lies a treasure trove of data waiting to be unlocked.
Upland
SEPTEMBER 29, 2023
While it’s complicated to map out one person’s goals, motivations and relationships, it’s vastly more complex to do the same exercise for every buyer in the group. That’s largely due to expanding buying groups. Today, there are as many as 6-10 buyers in a buying group. Business has evolved. Unfortunately, sellers rarely meet the right people.
Mike Kunkle
MAY 11, 2022
I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. Sales Transformation. Is this all-encompassing overhaul really required?
Mike Kunkle
APRIL 8, 2023
The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers. This seems obvious, but I’m not going to get into the various qualification models today or teach the pieces and parts. Let’s dig in.
Strategic Account Management Association
SEPTEMBER 22, 2020
With 100 of the largest integrated delivery networks (IDNs) now representing more than 50 percent of U.S. Amidst all of this disruption, IDNs see financial and existential threats on all sides: more demanding purchasers, more cost-conscious consumers and more lucrative services moving out of acute care settings.
Insightly
JANUARY 30, 2024
The traditional view of CRM as a standalone tool for managing customer interactions rapidly gives way to a more integrated approach. Allowing your team to focus on high-value activities like closing deals. One key takeaway from 2023 is that CRM systems should not operate in isolation.
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