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[New Research Report] The Value-Driving Difference

Ask someone in the presence of other people if their organization drives value for their customers, and they’ll say yes.

Ask them confidentially in a research study, and you’ll get a wholly different answer.

Everyone says value makes a difference in sales and business results. Indeed, the most successful sellers and sales organizations focus on value.

Click here to download the research report now.Yet only 16% of companies do it well.

In this research report, The Value-Driving Difference: How to Grow Revenue, Improve Win Rates, and Retain Top Sellers through Value, Mike Schultz, President of RAIN Group, Gord Smith, Practice Director in Canada, and Vivek Kumar, Practice Director in India, share 7 key differences between Value-Driving Sales Organizations and their Non-Value-Driving counterparts.

You’ll learn:

  • How your organization can transform into a Value-Driving Sales Organization
  • What Value-Driving Sales Organizations do better than others and what you need to do to become one
  • The surprising impact value has on seller motivation
  • The top sales skills exhibited by Value-Driving Sales Organizations
  • The effect of value on client satisfaction and a company’s ability to expand business in accounts

If you want to know what driving value really looks like in an organization, and specifically how you can drive value in your own, this research report is a must read.

Download The Value-Driving Difference now. 

Additional Reading
[Take the Survey] New Research: What’s Working in Sales Prospecting, What’s Not?

By: Mary Flaherty and Mike Schultz

If there's a black box in the world of sales, it's prospecting. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.

Making the Business Case for Sales Training: New Research on Supporting Top Performance

Executives are always on a mission to prove Kirkpatrick Level 4 measurement of training: Results. Specifically, they want to know to what degree targeted outcomes occur as a result of the training event and subsequent reinforcement.

There is relatively little data on how sales training correlates to business performance and results.

That is, until now.

Infographic: 5 Sales Skills to Differentiate Your Team

In our recent Top-Performing Sales Organization study, we were particularly interested in the sales skills that stood out when sellers not only met their goals, but also believed their goals were challenging.

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