One of the most significant barriers to sales organizations is bringing their sales cycle under control. Read this research from Aberdeen Group to discover how the use of electronic signature tools can improve sales team performance. 

Read research by Aberdeen Group on how top-performing sales teams are using contemporary technology tools to reduce their sales cycles and increase their win / loss "batting average". Learn about how to better leverage people, process and technology to optimize your sales cycles. 

This free Sales Enablement eBook provides a systematic approach to helping sales reps prepare for customer interactions, engage customers and prospects effectively, and advance more opportunities to close. You’ll learn how marketing, training, management, and of course, sales, each play a critical role in the sales enablement process.

Improving sales performance has never been more important for major global corporations. After years of recession-induced cost cutting, leaders are putting increasing emphasis on implementing go-to-market strategies to boost both top- and bottom-line results, and expecting their sales organizations to execute them. Unfortunately, experts agree that most growth strategies fail. As competition from low-cost competitors increases, and aggressive buyers become even more demanding, it has become even harder to close the gap between go-to-market strategy as articulated by senior management, and its profitable execution, when the salesperson is face-to-face with the customer.

"An incentive is something that stimulates or motivates with the intent to spur determination and action." Sales incentives studies have shown that sales incentive programs have a great influence on a company’s bottom line. A sales incentive program can be a powerful business tool that can be used to recognize and motivate salespeople. 

Typically only 20% of salespeople are considered high performers. Why are so few highly successful? There are deeper reasons- reasons why salespeople succeed or fail... What actually causes your salespeople’s success? Why does most sales training cause your people to shut down? And what are the five dimensions that most influence sales’ success? This eBook will provide all the answers as well as explore the critical role of values, inner beliefs about selling itself and belief in your products in influencing sales success. Click below to download this eBook.

Beyond the Sales Process focuses on the frontline of engagement with customers. It is specifically intended for salespeople, account managers, their managers, and sales leaders, as well as others who have responsibilities and pressures associated with developing and winning business, and those who are tasked with extending and expanding their relationships with customers.

Each sales opportunity presents its own unique dilemma in terms of identifying the "real buyer". Further examination of a sales opportunity will yield additional information regarding the viability of the opportunity as it relates to the product and service offerings available from the salesperson's company. One of the most important steps in the sales process is to identify the real buyer ‐ an individual I'll call the "relevant executive" for the sales opportunity. Recent research (like that shown in my book Selling to the C‐Suite) shows that key executives typically get involved early in the buying cycle to understand the issues creating the need for a solution. They will often delegate the middle phase of the buying cycle—exploring options, setting vendor criteria and evaluating solutions—to others at lower levels of the organization. Senior executives also get involved in the project again during the final phase to help plan the implementation and measure the results. That’s why waiting to get involved with an organization when the RFP is initially received can be problematic. The better strategy is to gain access to the relevant executive early in the buying cycle, at a time when it is possible to actually influence RFP criteria by showcasing the benefits and value of your products or services. Click below to download this paper to help you and your team develop the right strategy for targeting and engaging with the right - and relevant - executive.  

Throughout this eBook, you will learn 11 key strategies that will help you position your profile to be seen as a thought leader and subject matter expert, leverage your existing network to gain access to decision makers and engage with people who are engaging with you.

WHAT IS A COACHING CULTURE? Culture shapes behaviors inside the organization and a coaching culture is one deliberately focused on growing and nurturing talent in order to deliver key results, strengthen leadership capacities, increase retention and deepen engagement. A culture that has cultivated a coaching approach to development often demonstrates some of the following characteristics: • Giving and receiving feedback in the service of being at one's best • Focusing on opportunities to help members of one's team grow • Operating in teams with clear goals and roles • Developing others when it matters most • Asking and empowering more than telling and fixing When coaching is embedded through all levels of an organization it becomes the predominant approach to working and leading together with a goal of building a best-in-class organization by building great leaders. Click below to download this White Paper.

Inside organizations coaching has become common practice to address issues such as developing talent, ‘onboarding’ key leaders and supporting senior executives. Yet, there is clearly widespread opportunity to integrate some of the skills and competencies inherent in coaching into the roles of managers and contributors at all levels in an organization. We call this: the Coaching Mindset. Click below to download this White Paper.

Integrity Solutions partnered with the Sales Management Association to perform a sales coaching research survey of over 200 sales leaders at 193 organizations to answer these questions: Is the current approach to sales coaching effective? Does sales coaching impact a sales organization’s performance? How do high performing sales organizations differ in their approach to sales coaching?   Our research yielded definitive and sometimes surprising answers to these questions. Click below and get this Research Brief today!

You are about to embark on a journey that is going to help you to book, sell, and retain like never before.  This book reveals: What has changed in our B2B industry/profession, how to cope with the change, and what skills should one acquire to thrive? What should you change/improve to book, close, and retain more than ever? What resources are valuable to keep on your road to success? "The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn." ― Alvin Toffler Click below to download this eBook.

THE KEY IS TO ADDRESS THE UNIQUE CHALLENGES OF SELLING OVER THE PHONE. There are two immediate challenges: Inside sales is different and selling over the phone is difficult. If you manage an inside sales or telesales team, you realize these as the unique hurdles to selling and managing customers over the phone. The purpose of this paper is to share with you experience gained from research in hundreds of organizations since 1996 that will help you respond to areas that are inhibiting the performance of your inside sales organization. By reading this white paper, you will learn: Three simple steps to tripling your success rate over the phone. The one reason a lower level of contact will sponsor you to a higher-level contact. The top two techniques for building value over the phone. Keys to leaving a highly-effective voicemail. How to overcome the five common challenges to discovering honest needs.

Just like face-to-face meetings, virtual meetings and events still begin with the basics.  Think about the demographics of those attending. Before you start planning the agenda and developing content, you must consider your participants. Who are they? What is the average age? What are their interests? What are common threads that bond them? Then, how will you get them to stay engaged? If you can’t envision them participating in something live, don’t expect them to do it virtually either. Ultimately, you need to determine what is going to make this meeting or event successful for your attendees"    With this as a starting point, this eGuide - created by the experienced staff at One10 Marketing - will walk you through the considerations and process that will guide you to creating a successful virtual event or conference.  

Emerging from the COVID-19 pandemic, many (if not all) companies are hyperfocused on boosting sales. A Google search for "sales enablement" yields millions of results—and a variety of conflicting definitions. Clearly, sales enablement can mean different things to different people. To some, it’s tools, tactics, and training. To others, it’s all about strategy, data, and analytics.  To us, it includes all those things—but it always starts with the story. Like any good book, your sales story should be a page-turner—keeping prospects hooked by engaging, inspiring, and making powerful emotional connections with them. But too often, the stories sales teams tell are fragmented, overly focused on product specs and features, or misaligned with marketing. The right story can make all the difference. And because research suggests that 50% of leads are qualified but not ready to buy, telling that story in the right ways at the right stages of the sales funnel is essential for converting new prospects into loyal customers. But an effective sales story involves more than delivering certain keywords to drive awareness, consideration, and decision as prospects move through the funnel. It should be a holistic, consistent thread that runs through all your communications to prospects—and one that’s laser-focused on the value you offer and the problems you can solve for them. Here are three critical steps to ensure that your sales team is telling a clear and compelling story about what you offer and why people will want to engage with your brand.

While organizations around the world are spending billions of dollars on training, most of that investment is being wasted. Here’s what you can do to make sure your sales training initiatives add up to long-term results. Have you ever observed a sales representative during a call and thought, "How can this be the same person who did so well during training? Why aren’t they doing what they were taught?" They’ve been through the training and learned the skills—intellectually they know what they should do—but now that they’re back on the job, they’ve fallen into old habits and behaviors. The fact is, this situation is more often the rule than the exception. Data collected by the consulting firm ES Research has shown that 85 to 90 percent of sales training fails to translate into a lasting improvement in productivity. So what’s keeping the training from moving sales professionals from knowing to doing? Here are 4 of the most common reasons most sales training fails.

Modern Corporate Training Today, modern corporate training programs must focus on building a culture of learning to engage, train, and retain employees. They must also prove that these programs impact business growth. To help you prioritize initiatives, we’ve identified six of the most important trends shaping corporate training today.

Uncover the sales negotiation fundamentals that are most often overlooked and misunderstood by salespeople, including both positional (win-lose) and principled (win-win) negotiation styles. You’ll also learn how to defend against the six most advanced procurement tactics that you may not even realize you are coming up against, such as: Best-of-the-Best Pricing Reverse Auctions and eBids Limited Authority Discomfort Nibbling Reopening

The foundation of Customer Success is an effective process for customer onboarding, implementation and launch. This reduces the time it takes for customers to see value from their purchase, known as Time to First Value (or TTFV). But what exactly is TTFV, why is it so important, and how can you minimize it? In this whitepaper, we explore the concept of Time to First Value, which is just one aspect of Imparta’s Customer Success & Renewals program, and describe the 7 techniques you can use to reduce TTFV to benefit your customers, and your own organization. 

In today’s global economy, as things like climate change, COVID-19, and political unrest around the world are causing corporations to rethink how they manage their business, a new question has emerged amongst these new theories in the practice of performance improvement: Can effective employee engagement make a positive contribution to stabilizing the global economy? This white paper explores that question in compelling detail.

New 75,000-Person Research Study Unveils Findings to Unlock Workforce Potential With almost universal awareness about the business benefits of employee motivation, why are employees checking out in droves? New research unveils findings about employee motivation that is stemming this trend in some organizations. Critical steps detailed that can help increase employee motivation in an organization.

The holiday season means major shopping. And your customers are looking for the best deals. As companies try different tactics to reward loyal customers and attract new business, some incentives will work better than others. Learn how you can stand out from the competition this year. Download our 2023 holiday sales incentives guide and learn how you can send digital gift cards that encourage customer loyalty and attract new business.

Click below to download this workbook for Bob Kelleher's  60-minute interactive webinar, 7 Tools to Unlock The Engagement of Your Team" where you'll learn the secrets to becoming a more engaged, motivated, and productive person, employee, and if applicable, manager, in this captivating and self-reflective session of self-discovery.  Bob will help managers, execs and leaders learn: How to coach employees to booster their personal engagement How to use polling exercises to get at the ‘undiscussables’ with your team  How to get your employees to go ‘above and beyond’ If you missed the live session, use this workbook in tandem with the On Demand webinar, available after 1/25/24.  Better yet, click here to register and join us for the live session on 1/25.