Miller Heiman Group

FEBRUARY 13, 2020

Nearly three-quarters of B2B buyers say they prefer to wait to engage a seller in the buying process until they have uncovered and prioritized their needs. Sellers finished next to last in our Buyer Preferences Study , which surveyed the resources of most use to buyers in their decision-making process.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Brooks Group

SEPTEMBER 27, 2023

Here are some tips you can use to reimagine your sales kickoff, while making it meaningful and relevant. Now it’s time to rethink how to make the most of this tech, using it to your advantage to create a more interactive and focused SKO. But prioritizing is important.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Miller Heiman Group

JULY 22, 2019

In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights, the research division of Miller Heiman Group, shared the top 12 best practices that are aligned with world-class sales performance (download it here if you haven’t read it yet). How effective is your sales team’s sales strategy?

Sales 49

Sales Sales Analytics Sales Leadership Decision-making 49

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. You know if the company will make or miss the number. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? Identify and Prioritize For the New Year.

Sales 118

Sales Government Finance Decision-making 118

Hubspot Sales

JULY 13, 2023

Likewise, incorporating AI into your workflow can be much more than downloading software or signing up for a tool. 6 Tips for Addressing AI Fears So, how does sales leadership address raised concerns and promote AI adoption across their revenue teams? Help your sales team understand the potential benefits of AI.

Leadership 79

Leadership Sales Cybersecurity Government 79

ClearPoint Strategy

JANUARY 20, 2021

Why isn’t it enough to simply refer to quantitative data and charts to make a plan for the future? If you’re prioritizing operations, sales, marketing, or any other function, organization-wide strategic analysis won’t happen. It’s a necessary (and very important) step, and will ensure you make informed and thoughtful decisions.

Decision-making 40

Decision-making Software Software Government 40

SBI

JANUARY 28, 2015

They asked 800 sales executives, managers and front-line sales reps a whole lot of questions—42 of them to be exact—to get at the answer. The results of their study, which can be downloaded here , should be of interest to any sales leader. How soon is a sales person terminated for poor performance?

Organization 54

Organization Sales Sales Leadership Decision-making 54