Every business-to-business (B2B) sales organization of any size has some version of a strategic deal review or full account review. More often than not, the review is painful for three primary reasons.
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RAIN Group, a global sales training and performance improvement company, announced that Dave Shaby has joined the company as Chief Operating Officer.
Mediafly, a provider of sales enablement technology, content management and advisory services that create interactive, value-based selling experiences, announced today it has acquired iPresent, a UK-based pioneer of sales enablement.
Through coaching, managers are a key leverage point for most sales organizations. They are the ones working with sellers one on one, keeping them focused, advising them, checking in and helping them stay motivated for the long term.
A haphazard approach to onboarding, training and coaching — as well as common mistakes in these areas — can torpedo sales effectiveness. To develop well-prepared reps and deliver learning that sticks, avoid these 10 costly errors.
How do you train globally dispersed groups quickly, convincingly and cost-effectively? For starters, you might want to keep your stakeholders on the ground and leverage the cloud.
When it comes to increasing revenue, most organizations look first to their sales team to drive new business and overlook the revenue-boosting potential that comes from aligning the sales and customer service departments.
OGL Computer, a growing IT and cybersecurity services provider based in Kidderminster, designs, delivers and supports the IT backbone of hundreds of businesses across the region, and has launched its first technical sales apprenticeship scheme.
The Brooks Group, a global sales training and selling solutions firm, announced the launch of the Sales Performance Research Center. The Brooks Group was founded over four decades ago on research-based principles with a mission to transform sales teams.
Without finding their footing in the group of decision-makers, sales professionals can’t ask incisive questions that reveal the customer’s needs. Here are three ways sales professionals can become more psychologically invested in the stakeholder’s...