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. Sales Organizations Continuously Reinvent Themselves.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Brooks Group

OCTOBER 25, 2023

This is a collaborative approach to sales leadership that facilitates communication and feedback, two crucial elements of success for managers. It is vital that sales managers recognize that what works for one salesperson may not work for everyone.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

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. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Source: Gartner.

Facilitation 40

Facilitation Software Software Decision-making 40

Miller Heiman Group

JANUARY 9, 2020

As a global sales enablement professional and leader, one of the chief lessons I try to teach is moving sales enablement from the perception it’s purely a training function or just a new word for training. Finally, we used several touchpoints to evaluate the effectiveness of and improve our sales transformation.

Sales 63

Sales Logistics Finance CRM 63

Hubspot Sales

OCTOBER 29, 2017

Dave Kurlan, world-renowned expert on sales hiring, sales development, and sales management (and a personal mentor of mine), is the bestselling author of "Baseline Selling," as well as owner of training firm Kurlan & Associates and salesperson assessment firm Objective Management Group (OMG). 23) Sales Scripter.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Mike Kunkle

JULY 2, 2022

It’s a function or department, a practice, a profession, a title, and a growing body of knowledge about how to support sales forces (sellers and managers) to achieve the highest-possible level of sales effectiveness. At a high level, the current state of sales enablement commonly includes: Sales messaging.

Sales 130

Sales Sales Training Leadership Decision-making 130