Sales reps take heed: One of the greatest predictors of your potential underperformance is the feeling that there isn’t enough time in the day.
Over the last fifteen years, I’ve directed dozens of large-scale sales transformation initiatives with companies of all sizes. Here’s one truth I’ve learned: While operational transformations can be tough for any business department, B2B sales organizations often struggle more than others—particularly when implementing new technology.
We asked more than 300 sales execs about which KPIs are commanding their attention, which solution priorities matter most to the effectiveness of their teams, and where they’re seeing the greatest challenges in tackling those priorities. Our goal was to get a better idea of what today’s sales leaders believe...
In many enterprise sales organizations today, go-to-market teams are taught that content is king when it comes to closing deals, and that the more a customer knows while making a decision, the better. Maybe that used to be true—but it’s not anymore.
Successful account planning and sales team efficiency go hand in hand. After all, cohesive teamwork fosters greater productivity—and vice versa. So why is the account planning process still such a mystery for some organizations? Is there a secret to getting your team fully committed?
In a recent roundtable discussion, we asked sales execs from leading global companies about their biggest obstacles in securing and retaining top enterprise sales talent. Here’s what we learned. Salary expectations are higher than ever. Thanks to the pandemic, today’s workers are rethinking the value of their time and effort. Even college...
As companies begin leveraging in-depth customer intelligence to win more (and bigger) deals, it’s crucial that they apply that knowledge during the deal review. Start by asking—and answering—these six important questions in every deal review.