As sales organizations endeavor to escape the constricted economy of the 2009 recession, one of their most significant barriers is stagnant progess regarding bringing their sales cycle under control. Aberdeen research conducted in March, 2010 for the benchmark study of 441 corporate sales teams,Automating Lead-To-Win: Shrinking the Sales Cycle and Focusing Closers on Sealing More Deals, included 37 companies currently deploying CPQ technology, and analysis shows that these organizations are realizing concrete performance advantages over other survey respondents.

Research shows that effective sales coaching can dramatically improve the performance of sales teams - in some cases driving up revenues by 20% or more. But all too often sales organizations find it challenging to develop a sales coaching program that's embedded in a coaching culture.   Read this 5-page white paper and learn best practices and strategies for developing an effective sales coaching program for your sales organization.   In this whitepaper you will learn how to:   Implement a proven sales coaching model Create a coaching culture Use metrics to maximize the ROI on coaching Turn sales managers into great coaches

In Q1 and Q2 the LogMyCalls Conversation Analytics engine analyzed millions of calls across dozens of industries. This data was analyzed using speech recognition technology and hundreds of thousands of proprietary algorithms. We extracted data about caller lead score, conversion rate, missed opportunities, sales skills, and even caller confusion and frustration.

s sales management the weak link in the revenue chain? Tony explores what he regards as the top three mistakes and how to avoid them:

It’s no secret that organizations often fail to get a significant return on their sales training investments. Why? Because many organizations use event-based training without change management plans.

The steps in the sales cycle have remained consistent over the years. What's changed are the tools that top sellers use to win more business. More and more, digital sales tools require salespeople to think and act like marketers to attract prospects.

You’ve mastered marketing campaigns, but there’s more to email, events and digital marketing if you want to drive sales qualified leads. It’s time to elevate your marketing and sales approaches to convert those marketing qualified leads into the sales pipeline. 

If LinkedIn is not part of your strategy, you are leaving money on the table. If you went to LinkedIn and searched for either your clients or prospects, you will find approximately 98% of those professionals are on this platform. So why wouldn’t it be one of the biggest assets in your lead generation strategy.

As a sales leader, you rely on your forecast data to be accurate. As a salesperson you feel providing sales data doesn’t help you sell, and is extra "paperwork."  So the forecast data is typically incomplete, inaccurate, or irrelevant.   

Join us to learn how Hudson's Spot Coaching approach equips managers and leaders with a simple, 3-step coaching method to support just-in-time development of their people. The approach includes elements of feedback, goal-setting, building a plan and establishing follow-up to provide support and track impact.

Have you seen the recent B2B buying research? Study after study report that buyers: don't trust salespeople do more and more of their own research don't believe they understand them or their businesses grow weary of stereotypical seller behavior.

Have you noticed that some online presenters facilitate their sessions with such passion and skill that it’s a pleasure to participate? You wouldn’t think of multitasking because they command your attention and engage interest. They masterfully manage the web platform, create a powerful learning experience, keep it "up close and personal," and make it seem as if you are in a collaborative classroom.  

New clients are the lifeblood of every business.  With Covid 19 many businesses are reporting their sales pipelines are getting week.  Deals are stalling, pushing out and if you sell to the airlines, or hotels, cancelling.  It is critically important to discover new ways to dramatically increase the number of conversations your sellers / channel is having with prospects. More at bats is one of the more effective ways to de-risk your pipeline and increase for forecasting accuracy. For many leaders this KPI will mean life or death to their business over the next 6 months.

Leaders are challenged to manage change, transform teams and processes, and build talent - all without the benefit of in-person work with their teams. There’s never been a better time to be an improviser - they think on their feet, embrace change and stay positive - all characteristics shared with high performing teams as well.  

Four critical fears have proven to be the greatest barrier to improved sales performance. Our experience has shown that leveraging personal power is, by far, the most important factor in addressing the Four Fears and ultimately determines success. Personal power is the single biggest "make or break" factor in performance for any career, sales or otherwise!

The era of rep-centric sales enablement has arrived. Are you prepared? Learning and content capabilities are merging. Technologies like conversation intelligence and AI-powered coaching can provide deeper insights and better, more scalable sales support than ever before.

Until last year, in-person, face-to-face training was by far the primary learning modality used to improve leadership and sales performance. The reason for that is not hard to understand—it has simply been the tried and tested way to deliver learning that leads to behavior change and performance improvement. When the ability to deliver face-to-face training was instantly cut off, the need for performance improvement to execute business strategy continued and, in some ways, became even more acute. 

A true webinar experience isn’t just the event itself. It’s everything that happens from concept creation to on-demand archive that determines how much demand and ROI your webinar will generate. To make your webinars stand out from the crowd, it’s time to look at the entire experience through a different lens.

How many sales are lost to the competition because they got to the real decision-maker first? How many sales stall because salespeople get stuck with individuals who ‘recommend’ but cannot ‘decide’? Probably more times than salespeople or their sales managers’ like to admit! 

This webinar will teach five specific activities the develop sales team performance, camaraderie, and confidence when selling. During this webinar we will teach activities that facilitate greater skill development and product knowledge. 

Dr. Mercer will show you how to consistently + scientifically hire "Superstar" sales reps - who are both (1) Highly Productive + (2) Low-Turnover.   

Decades of psychological research demonstrates that your members, clients, patients, and customers will remain loyal to your business when you deliver 3 outcomes:

Achieving your 2024 revenue goals won’t be easy. Business owners grew reluctant to spend money in late 2023. That hesitancy will carry over into 2024, especially if any economic indicators worsen.  

Now is a great time to re-think how leadership development is conducted in your organization.