Sales Benchmark Index (SBI), a leading management consulting firm exclusively focused on revenue growth, announced the completion of a strategic investment by CIP Capital.
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When successfully deployed, field trainers improve onboarding, help new hires develop their skills and enhance coaching for existing sales reps. That said, many FTs could be better equipped for their roles through the development of enhanced people skills.
The last 20 years have been good for U.S. businesses. This environment, however, is changing. Business leaders are taking note of this. As a result, sales leaders must be prepared to face pricing pressure with better negotiation skills.
Success requires mastery of the fundamentals, especially when it comes to sales. Your sellers must have complete mastery of the fundamental skills. Below are four reasons laying a solid foundation is key to a successful sales enablement strategy.
Profit is better than revenue! Unfortunately, many business owners and sales professionals either don’t know the difference or aren’t paying attention to profit. While it is a fact that all businesses need revenue, what they really need is good...
As leaders in learning and development, we are continually tasked with influencing others. Sales might have a bad rap, but it is misunderstood. The sales profession has mastered the skills and strategies necessary to influence people.
There’s been a power shift between companies and customers. That starting point is how you meet the needs of today’s customers and shareholders, with their ever-more demanding personas.
Changes in selling have paralleled changes in military engagement. In sales today, winning salespeople and winning sales organizations focus less on winning the war with the competition and more on winning the hearts and minds of the customer.
There are a few false assumptions that are to blame for the sales performance malady affecting organizations today.
There can be many moving parts to a sales enablement strategy (i.e., training, content, tools and support), so it’s important to create a plan that aligns with your organization’s goals – and then set forth on executing it.