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2017 - “The Year of Value”

The ROI Guy

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Measure and improve –Tracking the adoption and use of tools and practices, and the impact that the approach has on sales success, measuring win rate improvements (vs.

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Optimizing Sales Training for Outcomes

Richardson

Selling skills are only as strong as the outcomes they deliver. Consider that the average annual growth in new product patents filed from 2010 to 2017 was double that of the entire period spanning 1980-2009, according to IFI Claims. Therefore, effective leaders seek sales training solutions that have measurable results.

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We’re Long Past Our “Use By Date”

Partners in Excellence

I remember in 2017, taking great joy in bringing a can of something that said, “Use by 12/2004.” We focus our skills development on product training and selling skills. Very few enablement organizations offer strong business/financial acumen skills. ” The world has changed!

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The 8 Skills Salespeople Will Need to Be Successful in 2018

Hubspot Sales

Selling Skills 2018. Video skills. Framing skills. Challenger selling. Sales tools are different; they’re basically the phone book and your business card. Your current skill-set is probably little help, if it’s not completely useless. The selling world changes. 1) Video Skills.

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The MEDDPICC Leverage

MEDDIC

If you spend a few minutes searching the web and aggregate results of studies by CSO Insights; HBR, Forrester, and other sources, you will notice the decline of sales quota attainment: 2014: 63% 2015: 57% 2016: 50% 2017: 53% 2018: 50% 2019: 43%. The problem is that too many sellers don’t know how to sell.

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5 Things That Kill Your Sales Leadership Productivity

The Brooks Group

Spend more time in 2017 focused on high-value leadership activity by avoiding these 5 productivity-sucking pitfalls. You can sell, or you can manage—but you can’t do both at once. You can sell, or you can manage—but you can’t do both at once. What it will do is detract from your time to coach and cultivate their selling skills.

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Remote Selling Made Simple: 5 Practical Tips for a Successful Organization

Vengreso

Xant’s The State of Sales Report shows that in 2017 outside sales reps were spending 45% of their time selling remotely. Today, remote selling might also be referred to as virtual sales and uses many modern-selling techniques , such as: Prospecting with LinkedIn and other social media platforms. What does this reveal?

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