The 7 Phases of the Buying and Selling Process [PDF]
By Mike Schultz

buying process and selling process

When organizations have a "World-Class" sales process, the win rate from proposal averages 57%. When the sales process is merely "Defined," the win rate averages just 44%.

Getting your sales process right, and knowing it inside and out, is essential if you want to bring in wins consistently. 80% of Elite Performers (the top 7% of respondents to our research study) have sellers who are deeply knowledgeable about their company's sales best practices. Only 34% of The Rest do. To facilitate the sale successfully, you also need to understand the buying process and how it works.

Click below to view a 7-phase framework graphic connecting the selling process with the buying process.

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The Top 10 Sales Priorities for 2016
By Mike Schultz

top 10 sales priorities from sales research

Now is the perfect time for sales leaders to analyze their results from the past year and plan priorities for the year ahead.

In our RAIN Group Center for Sales Research study, we asked 472 sales executives and sellers about what they considered to be their top priorities.

From the results, we pulled the following top 10 sales priorities for the year ahead.

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[New White Paper] 8 Drivers of Sales Performance
By Erica Stritch

sales performance white paper

In the mid-1990s, a fairly common sales strategy was to give a seller a desk, a phone, a business directory, and say, "Go."

Fast forward to today, and selling has become significantly more complex. Companies report ever-increasing challenges regarding product and service commoditization, proliferation of competition, and more informed and sophisticated buyers.

With the rare opportunity to dominate in sales based on product differentiation, with most companies having already squeezed excess cost out of their P&Ls, and with fewer opportunities to get ahead through mergers and acquisitions, there's one last vast sea of opportunity for driving sales and profits higher: sales performance optimization.

But there are hundreds of factors that affect sales performance. The question is: what should you do and where should you invest to get the best results?

Download 8 Drivers of Sales Performance now.

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15 Ways to Get Referrals
By Mary Flaherty

how to get sales referrals

Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently.

We know our buyers rely on colleagues, associates, and friends to recommend providers. So when a prospect comes to us via this route, some of the work is already done for us. Referrals build a seller's trustworthiness and credibility—two cornerstones of effective selling.

While most professionals recognize this, they don't know how to tap into their networks to proactively generate sales referrals.

That's why we put together this list of 15 tactical tips for generating more referrals.

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The One Word That Will Transform Your Sales Results
By Mike Schultz

sales research

Everyone wants to know: what is the silver bullet to sales success? What's the one thing that will magically bring in more sales and grow your accounts?

Well, there is no one silver bullet. Many factors influence top sales performance. But there is one word that can transform your sales results.

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