Categories: Sales Transformation
B2B Buyers are increasingly using resources other than a salesperson to get their information about your products. Consider these stats: 67% of the Buyers’ Journey is now done digitally (Source: SiriusDecisions) 87% of B2B Buyers say online content has a major to moderate effect on their purchasing decisions (Source: CMO Council) 84% of CEOs/VPs use social media to make purchasing decisions (Source: IDC)
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Categories: Sales Transformation
The sales profession is a dynamic landscape. From economic ups-and-downs to shifts in consumer trends, it’s necessary to keep a finger on the pulse of best practices in order to create scalable and repeatable success in your sales organization. In its recent study on sales training and development, Aberdeen surveyed 260 organizations to determine the most effective sales training techniques. Aberdeen benchmarked Best-in-Class companies against average and laggard performing organizations. Companies were best-in-class if they: had more than 80% of their teams achieving quota had a 14% average increase in revenue had a 9.5% year-over-year increase in average deal size Here are the five critical points for sales leaders to take from Aberdeen's sales training research:
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Categories: Sales Planning
As a sales leader, your ability to coach your team on how to leverage potential opportunities within their territories can drive the organizational growth needed to drive revenue in your sales organization. Your sales planning discipline around territory planning and management processes should include the ability to:
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Categories: Sales Conversation | Sales Transformation
If you’re a veteran seller, you likely appreciate a good sales conversation. So what makes a sales conversation stand out? One that’s focused on customer needs and the unique value your solution provides. A well-defined sales messaging strategy drives these types of conversations and ultimately results in overall sales productivity and bottom-line revenue impact. We've seen it time and again. Without a framework to implement your sales messaging strategy, you run the risk of lagging sales, quarter after quarter.
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Categories: Talent Management
For a top-performing sales organization to thrive, managers need a viable coaching strategy. Developing a process to attract and retain top sales talent is a critical component to lower turnover rates and improve your sales team’s bench strength. CSO Insights’ research repeatedly shows sales organizations struggle with developing processes that help them recruit and onboard top sales talent. In their most recent report more than half of sales organizations need to improve their ability to "consistently hire reps to succeed."
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Categories: Adoption and Reinforcement
Reinforcement is a key component to driving successful sales transformation. If you make the investment on a sales initiative, you need a plan to ensure the methodologies are adopted. Otherwise, why waste the money?
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