Categories: Sales and Marketing
Sales leaders believe marketing has some work to do when it comes to driving the right leads. In the latest CSO Insights Sales Performance Optimization Report, only 33.4% of sales leaders gave marketing a passing grade when it came to lead quality. That number dropped 6 percentage points when it came to quantity. Poor alignment in sales and marketing is nothing new. If you asked marketing leaders the same types of question, the results would probably be very different. Almost every sales organization has been challenged at one time or another with “out-of-sync” sales and marketing departments.
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Categories: Adoption and Reinforcement | Sales Transformation
Measuring success is a key component to any sales transformation initiative. If you begin a sales initiative without setting organizational priorities and accountability, you’ll struggle to create lasting impact. Ensure measurable results. Develop an organizational mindset that influences the design, development, delivery and reinforcement of your sales initiative.
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Categories: Sales Process
As a sales leader, you're likely facing heavy pressures to significantly grow sales revenue. In these situations, avoid yelling at the scoreboard and help your managers avoid just telling their reps to "go out and sell more". The best sales leaders focus on defining what's working and what's not so they can quickly write the course. Here are four reasons why your sales team's numbers are coming up short and action steps to consider.
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Categories: Adoption and Reinforcement | Sales Transformation
It can take months, if not years to achieve real change in a sales organization. It’s a process that builds on many stages, and it can’t be achieved by a one-off training event that’s part of your sales kick-off. Success depends on your active leadership and commitment, but also on leveraging four key motivators in your organization.
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Categories: Sales Process
The ability of your sales teams to sell higher in an organization is driven by a value-based selling rhythm that drives a shorter sales cycle and bottom-line impact. CSO Insights’ research shows that sales reps who engage decision makers close opportunities faster. In fact, their sales cycles are more than 20% shorter than those who sell at lower levels in the prospect organization. Recent research highlighted in Harvard Business Review’s blog also provides insight on the average sales cycles, specifically in the tech industry.
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Categories: Sales Conversation
There’s no better time to set a new goal than the start of a new year. Forget those generic resolutions that you usually break. Instead, commit yourself to success in every sales conversation you have this year. Here are ten sales resolutions you can make right now to improve your sales conversations in 2014.
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