Miller Heiman Group

JANUARY 23, 2020

What sales leaders can do: Invest in coaching, processes and technology—and bring them together. Sellers learn how to more objectively evaluate an opportunity when their managers coach them to evaluate opportunities based on prior experience, buyer roles and decision-making process, using accurate and current data.

Sales Technology 72

Sales Technology CRM Sales Sales Management 72

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

Mike Kunkle

MAY 11, 2022

Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Brooks Group

MARCH 6, 2023

In this article, we will discuss the benefits of role-specific sales training and how it can help your organization. We will also discuss how it can be a valuable investment and how you can make the most of role-specific sales training. What Is Sales Training? This is where role-specific sales training comes in.

Sales Training 52

Sales Training Sales Leadership 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.

CRM 51

CRM Sales Sales Leadership Decision-making 51

SBI

MARCH 30, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Facilitation 40

Facilitation Software Software Decision-making 40

SBI

JANUARY 28, 2015

The best performing sales teams consistently set higher quotas and expected fewer sales reps to meet quota. 46 percent of respondents at high-performing organizations said that less than 60 percent of salespeople should make quota, compared to just 30 percent of respondents at average and under-performing organizations.

Organization 54

Organization Sales Sales Leadership Decision-making 54