Infographic: 8 Tips for Beating Your Sales Goals in 2016
By Erica Stritch

sales research infographic

Even small improvements in win rate can have a huge impact on revenue.

Based on findings from The Top-Performing Sales Organization Benchmark Report, the RAIN Group Center for Sales Research has identified 8 key areas that contribute to higher win rates that will help you beat your sales goals and reach Top Performer status in 2016:

View the infographic now.

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What Defines a Top-Performing Sales Organization?
By Mike Schultz

sales research

Two sellers are talking at the end of the day. One turns to the other and asks, “How was your day?”

“I had a great day,” the second seller says. “I sent out two proposals this morning, had a great first meeting with a new potential buyer, and finally got a meeting with a decision maker I’ve been trying to reach for a year!” Feeling proud, he asks the first seller, “How was your day?”

He answers, “I didn’t sell anything either.”

This is one of the challenging-yet-great things about sales. It’s measurable. At some point, you have to bring in the wins or you fail. Which begs the question, “What brings in the wins?”

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This Thanksgiving, Get in the Spirit of Building Client Relationships
By Erica Stritch

strategic account management

It's the perfect time of year to give thanks and show appreciation for the people in your life who help you succeed—friends, family, colleagues, and clients. When it comes to the relationships you have with your clients, thanksgiving isn't the only time of year you should work on appreciating and building them. You should always be looking for ways to strengthen your business relationships.

Why is building these relationships so important? Put simply, it's less expensive and easier to sell to already-established buyers. Bain & Company reports that retaining current customers costs 6 to 7x less than acquiring new ones. Repeat customers also spend 67% more on average.1

Yet, most organizations are not effective at developing the relationships necessary to grow their existing clients.

If you are looking for tips to build your client relationships during the holiday season and all year round, check out these 5 articles on how to strengthen relationships and grow your existing accounts:

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Want Better Sales Results? Take Your Sales Process to the Next Level
By Mike Schultz

sales process

In our study The Top-Performing Sales Organization, 40% of respondents said "Improving sales opportunity approach and planning" is a top priority for the next year. Along with two related initiatives—improving ability to communicate value (41%) and optimizing sales processes (32%)—these represented three of the top four sales initiative priorities altogether.1

No two ways about it: sales leaders are planning heavy focus on their sales process and activities directly related to it.

Recently, however, there's been backlash against sales leaders focusing on improving their sales processes. The following was published in the Harvard Business Review.

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[New White Paper] Increase Win Rates & Beat Your Sales Goals in 2016
By Erica Stritch

sales goals

Top-Performing companies are winning 62% of their sales opportunities. The Rest? Only 40%.

While quite a bit of research has been published on what separates top sellers from the rest, there’s relatively little on what organizations are doing to achieve high win rates.

To find out, we studied 472 sales executives and sellers representing companies with sales forces ranging from 10 sellers to 5,000+, and published the results in The Top-Performing Sales Organization Benchmark Report. We analyzed what organization factors correlated to higher win rates—and the results are significant.

In this white paper, RAIN Group Presidents Mike Schultz and John Doerr share highlights critical for enabling sales leaders and sellers alike to increase win rates, beat annual sales goals, and reach Top Performer status in 2016.

Download Increase Win Rates & Beat Your Sales Goals in 2016 now.

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