Introduction: Sales is Changing - Here’s What You Need to Know Sales teams are facing a big shift. Today, buyers do more research on their own, relying on online reviews, self-service options, and peer recommendations before ever talking to a salesperson. Meanwhile, AI and automation are transforming how sales teams…...
The Top Sales Trends of 2024 & How To Leverage Them
Like every year before, 2024 will come with unique challenges and changes — and the sales landscape isn't exempt from those kinds of shifts. I anticipate the sales game won’t look the same as it does a year from now — just look at the changes we’ve already had in…...
The Best Sales Discovery Questions: 10 Standout Sellers List Their Favorites
It’s about uncovering the full problem the buyer has and then matching that need with the right solution. Doing that consistently leads to lasting relationships and demolished quotas. Great. But to do that, you have to understand what the outcome the buyer wants, both from a professional and personal lens. Read the…...
Sales coaching: How to coach reps to succeed in 2023
High-impact sales companies rank at the top of the list for many reasons, but one of their most enviable traits is that over 75 percent of their reps achieve quota. Meanwhile, companies in the mid- or low-impact range may be struggling to reach even 25 percent quota attainment. If you’re one of the hundreds…...
Gartner Says Chief Sales Officers Are Satisfied with Gender Diversity, Yet Women Remain Underrepresented at All Levels
New Research Reveals Perceptions of Progress Toward Gender Diversity Are Misaligned Within Sales Organizations Eighty-four percent of chief sales officers (CSOs) report they are satisfied with the gender diversity of their sales organizations; however, men still outnumber women in all levels of the organization, according to Gartner, Inc. "Heading into…...
