Effective Sales Coaching Techniques And Their Benefits
Optimizing your sales team is an endeavor with constantly moving goalposts. Unfortunately, there seems to be no clear-cut path to success that works for every sales team. One of the most effective and often ignored tools for success and optimizing the team is sales...
Employment Personality Tests Help Hire Sales Reps — And Keep Them
Employment personality tests provide excellent ROI to CEOs, board members, executive staff, and investors who consistently report that hiring great salespeople presents unique challenges. The reasons for the dread and results are many. First, sales and B2B services...
Lagging vs. Leading Indicators of Sales Success
According to Zig Ziglar, “if you aim at nothing, you’ll hit it every time.” As a leader, you need to have a clear and transparent set of goals and objectives that others can rally around. Without it, others might be unsure of whether or not they’ve met those goals....
Measurement, Accountability, and the Science of Revenue Acceleration
It’s no accident: management teams driving consistent revenue growth know what to measure, and who owns the numbers. They start with well-defined strategic objectives and set realistic targets underpinned by silo-free action plans. Execute, measure, tune, repeat. And...
How Sales Organizations Can Ignite Revenue Growth
In our experience, most B2B buyers don’t consider their sales team as a resource for helping solve revenue problems, and most sales leaders aren’t convinced that their sales team has the talent to generate future success. Do you share those feelings? Do you have a...
6 Motivation Tips To Help You Reach Your Sales Goal
The best sales teams understand the importance of being adaptable in this ever-changing economy. Is your team struggling to stay motivated for the long haul or having difficulty adapting right now? We know that staying motivated is more complicated than ever following...
What To Look For When Hiring Sales Consultants
We know that the topic of sales consultants gets a lot of mixed reactions from entrepreneurs. Some businesses swear by them, while others are convinced they are a waste of money. If you’ve been searching endlessly looking for sales consultants who are actually worth...
VoC & Customer Intelligence—The Key to B2B Selling Today
Over the last few years the pace to please and impress B2B prospects has become relentless. The consumerization of business, at least in B2B purchasing, is here now, and the days of pushing sales through a naïve and passive buyer are never coming back. Altus has seen...
Focus on Customer Intelligence Instead of Competitive Intelligence
You want to stay ahead in the race. They’ll outrun you, if not. Digging in, you compare pricing, scour features and service differences, set up Google alerts, rifle through job postings. The gray area of shaking down the competitor’s customers for loose receipts, and...