Sales Insights

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

Customers - Easier To Reach, Harder To Influence by Richard Forrest

In the 2002 movie <i>Minority Report</i>, there was a scene that blew me away. Tom Cruise’s character John Anderton is pacing nervously through a shopping …

Better Questions, Better Answers by Deb Calvert

What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that …

The Secret Networks of World-Class Salespeople – by Lee Bartlett

What does it mean when a salesperson “sells on a different level”? Take sales skills out of the equation, along with a winning mindset, because these …

Selling

Sales coaching is finally heading in the right direction

Posted in Blog by Tamara Schenk 0 Comments<p>We are just a few days into 2018. It’s a good opportunity to review your investments in sales enablement. …

Human Resources

Crush Quota With This Simple Funnel Formula

Let’s talk about your plan to CRUSH QUOTA using a simple funnel formula to help you build pipeline and revenue. If you prefer to listen rather than …

Selling

Building a Repeatable, Scalable & Profitable Growth Process

I gave a talk this year at the 2017 SaaS North conference in Ottawa, where I discuss the fundamentals of building a repeatable, scalable, & …

Startups

Where is your prospect in their buying journey?

One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on …

Management

“Making sales enablement simple” – what “simple” actually means for the enablement team

Posted in Blog by Tamara Schenk 0 Comments<p><i>“Everything should be made as simple as possible, but not simpler.”<br>–Albert Einstein</i><p>Everyone wants things to …

Gauging sales performance is more than making the number

Historically, there was one way to evaluate a salesperson’s performance: whether or not they achieved “THE NUMBER.” Unfortunately, that measure tells …

Management

1 Simple Change to Have Your Biggest Sales Year Yet!

<b>By Jeff Shore</b><p>Are you looking for one change to your sales presentation that could help you to have your biggest year ever?<p><b>Stop trying to figure out</b> …

Energy Efficiency

2017 Observations and Trends

Of all the observations I made in 2017, here are some of the ones I believe to be most important:<p><b>Non-Linearity:</b> Both the sales process and the buying …

Business Strategy

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. …

15 Sales Statistics That Prove Sales Is Changing

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

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 …

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 …

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 …

GDPR

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> …

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 …