Sales Insights

By Richard Young | Bringing you sales insights from the most influential authors.

Sales Enablement Reporting Structures: Update 2017

Posted in Blog by Tamara Schenk 0 Comments<p>Recently we launched our third annual CSO Insights Sales Enablement Optimization Study to the open market. …

Employee Engagement

15 Sales Statistics That Prove Sales Is Changing

There are no sales pitches in the new Age of the Customer.Today, the name of the game is “customer experience,” and the consumer is king. In fact, …

Selling

Win/Loss Reviews

Posted in Blog by Barry Trailer 0 Comments<p>“Victory has a 1000 fathers, defeat is an orphan,” is a quote popularized by John F. Kennedy. It has …

Why Sales Coaching Begins with Prospecting

Posted in Blog by Tamara Schenk 0 Comments<p>Two weeks ago, I wrote about bad sales email habits, using an example of a prospecting email approach that …

Lead Generation

How to Gain Clarity on Sales Enablement

Posted in Blog by Tamara Schenk 0 Comments<p>No doubt, sales enablement is a very fast growing discipline. Just five years ago, only 19% of our study …

Selling

Things That Are Perceived as Having Little Commercial Value

As business continues to rely more and more heavily on artificial intelligence and technology, some things have come to be perceived as having no …

Business Planning

Silver Platter Syndrome: A New Disease That’s Plaguing Your Sales Process

Leads are screwing up our sales process (But not why you might think.)Not because we don’t have enough leads, or the quality of our leads aren’t …

Who is our Primary Project Sponsor?

It’s in the nature of complex B2B sales that the buying decision process is likely to be complicated, with multiple stakeholders, diverse and …

Project Management

3 levels of customer pain – and what to do for each

You’ve been there.<p>They love the product. They like you. The price is right. But still they won’t commit.<p>You start to get paranoid. Is it me? What am …

Improve you sales by use influencer marketing

Are you using social media influencers to help improve your sales? As one of the biggest buzzwords in marketing of the past couple of years, …

Don’t Hate the Recipe

The recipe isn’t always pleasant. The results, however, are quite the opposite. You cannot have the results without following the recipe.The recipe …

Self-improvement

GDPR Overview

The deadline for GDPR enforcement is May 25, 2018. This comprehensive GDPR Overview details penalties, why U.S. companies need to care, how to …

Bridge Group 2017 SaaS AE Metrics Report

Since 2007, The Bridge Group has tracked the Account Executive (AE) role and gathered data on how metrics and compensation change over time. We’ve …

SaaS

Never mind your prospect’s current situation - what about their future direction?

Most of today’s most popular B2B sales methodologies - including Value Selling, Challenger<b>®</b>, Solution Selling, Consultative Selling, SPIN<b>®</b> selling …

Self-improvement

The Buyer’s Experience Buying From You

It starts with an email. Well, not really an email from you, but an email from marketing made to look like it was from you. That email ended up in a …

Voice Mail

Automation–Creating Higher Impact Interactions

There’s a lot of discussion, most of it pretty misguided, about the potential impact of automation and AI on sales and buying. Most of the …

3 Steps to Creating Your Self-Managing Sales Team

<b>By Amy O’Connor</b><p><i>“A self managing sales team? Come on. You gotta be kidding me. Do those really exist? Is it possible for my team to become self</i> …

Management

14 Takeaways on the Psychology Behind Your Customer’s Purchase

<b>By Jeff Shore</b> <br>I hope you are as inspired by Valerie Downing as I am. Valerie is a sales professional in Edmonton, Alberta who takes her own …

The Hustler’s Playbook: Stop Being Passive and Stop Settling

The non-hustler is passive. The world is acting upon them; they are not acting upon the world. This passivity causes them to wait. It also prevents …

Self-improvement

The Five Stages of Workplace “Tribes”

Two researchers say that your tribe is more important than anything else at work. Here’s how to harness the power of that insight.<p>The next time …

How to get the best out of Sales Navigator

When you open or interact with these materials, LinkedIn and the author will receive insights about your activities. Learn more

Transforming Sales Results

Stop and think for a moment about the difference between the average high school theater production and an Oscar-winning movie.<p>Got that in your …

3 Avenues to a Persuasive Value Proposition

This post provides steps for developing an effective value proposition, taking the buyer's role, segment and company into consideration.

Why You Need Goals

I like disciplines, things you do forever because they produce some result that you want that isn’t really a goal. Running a marathon is a goal, but …

Self-improvement

Grinding > Whining

Resisting the things you need to do to succeed doesn’t do anything to lessen the need to do them. What’s worse, however, is complaining and whining …

Value Proposition Examples - Words That Get Meetings

One of the biggest reasons businesses struggle in today’s market is because they have weak value propositions.

Value Propositions

Seven Insightful Questions To Ask Prospects During the Sales Process by Richard Young

The key role of questions within the sales process is to uncover the insights and information you need from a customer to be able to demonstrate how …

3 Ways to Ask "The Right Stuff" & Accelerate the Sales Process by Richard Young

As a sales rep, it’s in your interest to accelerate the sales process. There are a couple of reasons for this. Firstly, the likelihood of a prospect …

Developing Management And Leadership Talent

I recently wrote, <b>“The Sales Manager’s Job Is Different,”</b> addressing the impact of making the wrong decisions in selecting Front Line Sales Managers …

Management