Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Miller Heiman Group

MARCH 13, 2019

While many organizations reported increased adoption of a sales enablement function in recent years, several still struggle to use it effectively to achieve their goals. According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. Of those, only 34.4

Organization 107

Organization Sales Technology Sales CRM 107

Miller Heiman Group

APRIL 25, 2018

From changing buyer preferences to declining sales performance to emerging sales technology, it quickly became clear that the world of sales and service will never be the same. But often, Matthews said, sales tools instead turn sales reps into data clerks and only add to their administrative burden.

Artificial Intelligence 55

Artificial Intelligence Sales Technology Sales Innovation 55

Miller Heiman Group

JULY 18, 2019

On the surface, your sales organization looks like it’s doing everything your shareholders or board expects: Your revenue attainment is up, and more salespeople are exceeding their goal than you’ve seen in the last five years. Assess Your Sales Performance. Are your win rates or quota attainment rates what you forecasted them to be?

Organization 55

Organization Sales Shareholders Sales Technology 55

Miller Heiman Group

JULY 11, 2018

When we launched Scout by Miller Heiman Group , our powerful sales analytics platform, we promised it would change the way you sell. By combining data-driven technology with our trusted and updated sales methodology, Strategic Selling® with Perspective, we said that Scout would make technology relevant and useful for your sales team.

Organization 48

Organization Sales Technology CRM Sales 48

Miller Heiman Group

AUGUST 13, 2019

In our new whitepaper, “ Reinventing the Machine: Growing US Manufacturing Sales in the Time of Tariffs and Globalization ,” we explore the latest research on manufacturing sales and trends and provide strategies that organizations can take to overcome these challenges and transform their sales performance. Download the Report.

Manufacturing 50

Manufacturing CRM Sales Sales Technology 50

Miller Heiman Group

JULY 16, 2018

The simple truth is that CRM technology was never designed to help sales representatives sell more. To meet the challenges of today’s marketplace, your sales team needs more than CRM. CRM technology helps managers and executives – not sales representatives. Scout fills the gap in sales technology.

CRM 48

CRM Sales Technology Sales Analytics Decision-making 48

Miller Heiman Group

JULY 12, 2018

When we launched Scout by Miller Heiman Group , our powerful sales analytics platform, we promised it would change the way you sell. By combining data-driven technology with our trusted and updated sales methodology, Strategic Selling® with Perspective, we said that Scout would make technology relevant and useful for your sales team.

Organization 51

Organization CRM Sales Technology Sales 51

Miller Heiman Group

MAY 2, 2019

The recipe for an organization’s sales success used to look a lot like your grandma’s favorite cookie recipe: add a pinch of this and a dash of that, stir to combine and throw it in the oven to bake. To stay competitive in business sales, organizations now need a method —a systematic, established procedure for accomplishing their goals.

Sales Technology 74

Sales Technology Sales Analytics Sales Environment Organization 74

Miller Heiman Group

JULY 16, 2018

The simple truth is that CRM technology was never designed to help sales representatives sell more. To meet the challenges of today’s marketplace, your sales team needs more than CRM. CRM technology helps managers and executives – not sales representatives. Scout fills the gap in sales technology.

CRM 50

CRM Sales Technology Sales Analytics Decision-making 50

Miller Heiman Group

JULY 9, 2018

Sellers need technology and a methodology to succeed. But here’s the problem: No sales technology on the market is connected to a successful sales methodology. And when it comes to sales methodologies, it’s difficult to sustain over time, monitor seller adoption and ROI, and achieve CRM integration.

Sales Analytics 51

Sales Analytics Sales Technology Innovation Organization 51

Miller Heiman Group

AUGUST 8, 2019

The CSO Insights 2018 Sales Operations Optimization Study showed that companies actively invest in 25 different types of sales technologies, and the average sales organization uses 10 tools and plans to add four more in 2019. Take the Sales Performance Meter. Your sales team hasn’t fully adopted your CRM.

Artificial Intelligence 50

Artificial Intelligence CRM Sales Analytics Sales Technology 50

Zendesk

JANUARY 19, 2022

Key performance indicators (KPIs) are critical measures of performance for sales teams. They can evaluate the efficiency of a sales funnel, assess the effectiveness of outreach methods, and even identify the number of emails reps send out in a given week. But no KPI receives more attention than the sales win rate.

Supply Chain 52

Supply Chain Sales CRM Decision-making 52

SBI

NOVEMBER 6, 2018

Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We refer to those as the 4 Golden Goals of sales organizations. After rollout of their product, typical sales orgs spend 20 – 30% more time selling, which is really a game changer.

CRM 46

CRM Sales Sales Analytics B2B 46

Miller Heiman Group

JULY 22, 2018

In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® methodology.

Sales Analytics 51

Sales Analytics Innovation Facilitation Meetings 51

Miller Heiman Group

JULY 22, 2018

In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® methodology.

Sales Analytics 48

Sales Analytics Innovation Facilitation Meetings 48

Miller Heiman Group

JULY 18, 2018

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. CRM ROI: The 4 Benefits of a Formal Sales Process.

CRM 51

CRM Sales Sales Leadership Decision-making 51

QYMATIX

AUGUST 31, 2021

In this post, you’ll learn about six interesting findings from various studies on artificial intelligence in B2B sales. bvik), almost all decision-makers (95%) are open to both new technologies and their organization’s digital transformation, even after the crisis. They used sales data from companies for the forecasts.

Artificial Intelligence 40

Artificial Intelligence B2B Interpersonal Skills Sales 40

Hubspot Sales

FEBRUARY 8, 2023

If you're looking to level up your sales team’s performance, turn to artificial intelligence. Although only 37% of all sales organizations currently use AI in sales processes, more than half of high-performing sales organizations leverage AI. That doesn’t mean fully automating your sales jobs. What is AI in Sales?

Artificial Intelligence 118

Artificial Intelligence Sales CRM Decision-making 118