Brooks Group

FEBRUARY 10, 2025

Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Your sales professionals are no longer presenting to a few players; theyre now performing for a panel of diverse stakeholderseach with their own expectations, requirements, and priorities.

B2B 82

B2B Emotional Intelligence Value Proposition Stakeholders 82

SBI Growth

AUGUST 12, 2012

At SBI, we often see Sales Talent disparaged as the result of an ineffective Sales Training program. It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. Too often, talent is blamed when we fail to educate and train. The catalyst?

Sales Training 97

Sales Training Sales Prioritization Meetings 97

Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. Sales rep retention is a hot topic. A survey of 330 U.S. Improved employee retention rates.

Sales 133

Sales Sales Training Sales Management Management 133

Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

APRIL 5, 2023

Mental Models, Cognitive Tunneling, and the Crisis of Qantas Flight 32 On November 4, 2010, Captain Richard Champion de Crespigny entered the cockpit of an Airbus A380 headed from Singapore to Sydney, Australia. This article is part of our Key Fundamentals of IMPACT Selling ® series. Not knowing what to do isn’t an option.

Sales Training 98

Sales Training Sales Environment Decision-making Onboarding 98

Hubspot Sales

FEBRUARY 7, 2018

How to know if this job is right for you: This position is a great entry point to sales. Since 2010, the number of businesses bringing on board SDRs with less than one year of experience has increased four times. Sales managers and regional sales managers lead teams of SDRs, reps, and, sometimes, account managers.

Account Management 145

Account Management Sales Interpersonal Skills Sales Management 145

Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 years , down by half from 2010.

Management 142

Management Performance Review Sales Software 142