Miller Heiman Group

FEBRUARY 13, 2020

Sellers finished next to last in our Buyer Preferences Study , which surveyed the resources of most use to buyers in their decision-making process. The most pressing worry that sales leaders deal with today is transforming their organization to meet new expectations. Why have sellers plummeted down the ranks?

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Brooks Group

JUNE 26, 2023

Master Sales Methodology Your sales methodology is the process that your sales team uses to identify and qualify potential customers, build relationships, nurture prospects, overcome objections, and close deals. Overcome Objections One of the biggest challenges sales professionals face is handling prospect objections.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Miller Heiman Group

JULY 18, 2018

In our 2018 Sales Operations Optimization Study, we also asked respondents to share which areas needed the most improvement over next 24 months. The top three responses were better sales enablement, improved forecast accuracy and more decision-making data for executives. To learn more, download the full report here.

CRM 51

CRM Sales Sales Leadership Decision-making 51

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