Understanding the Sales Force
DECEMBER 10, 2018
But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the percentage hasn't even returned to pre 2008 rates. This article attempts to explain why.
Understanding the Sales Force
FEBRUARY 7, 2018
Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. The data in the report, which you can download here , hasn't changed a great deal since 2017, but the report's new look is awesome.
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Understanding the Sales Force
APRIL 25, 2017
Surprisingly, recruiting salespeople was not one of the topics addressed in this year's 2017 Selling Challenges Study. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. Steven Sparber, from Richardson , was nice enough to send me an advanced copy of the results.
Hubspot Sales
OCTOBER 13, 2017
2) Use consultative selling. Move from transactional selling to consultative selling , or learning about the buyer’s challenges before discussing your product. A 2017 survey from Richardson revealed 26% of buyers believe “combating the status quo” is the biggest challenge when making a purchasing decision.
Sales Hacker
OCTOBER 19, 2018
For example, the Bridge Group found in their SaaS AE 2017 report that both the average $5MM company and $500MM company use four tech tools to accelerate their sales. According to SalesLoft data from 2017, 37% of teams are using at least 3 of these channels in tandem, and 24% are using 4 channels. Consultative selling is king.
Vengreso
JUNE 2, 2023
events #conference Click To Tweet History of Dreamforce Fast-forward to 2017, two years after I started my own business, I was the CEO of Vengreso and was rising fast as a sales influencer. I was then the VP of Sales, and I was excited beyond measure as this was the event of all events to attend. Make the most out of @Dreamforce 2023!
The ROI Guy
JULY 11, 2017
Source: Death of A (B2B) Salesman: Two Years Later - March 2017, Andy Hoar. The sales enablement team must help sales reps quickly retool: to guide the delivery of personalized provocative insights, competitive benchmarks, solution prescriptions and financial justification.
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