4 Mistakes Companies Make When Hiring Sales Leaders
06/11/2019
Any company that relies heavily on salespeople naturally wants a highly-qualified person to lead the sales force. Judging by the modest tenure of sales leaders in their role, according to recent LinkedIn data, something is amiss. Looking at 150 past sales leaders (VP sales or equivalent role) at the 100 largest U.S. manufacturing companies, one in four lasted in the job less than two years, and half lasted three years or less. Hiring a sales leader involves the following steps. Profiling :...

The 5 Biggest Opportunities for B2B Sales Growth in 2019
06/11/2019
There are many ways to drive sales growth -- from planning and sales-skills training to sales enablement and operations. With numerous options, it’s hard to know which strategies are likely to have the greatest impact on your specific business'   success. Each sales organization is unique. My company, RAIN Group, looks for commonalities and trends that business owners can use to advance their goals. Our Center for Sales Research uncovered five of the  biggest...

5 Ways to Close More Sales During the Summer and Avoid the Summer Slump
06/11/2019
It happens every year. Summer comes, and for some reason, sales slump.  If you allow summer to take over, your sales  will  slump. If, on the other hand, you’re proactive, you can enjoy a summer sales bump! Certainly, you have to accept that customers and prospects will take vacations. Accept also there will be those perfect days where the customer simply disappears, not out of trying to avoid you, but merely as a way to enjoy the weather. Below are 5 things...