by Bob Junke | Sep 13, 2017 | Blog
Last week we came to grips with some statistics on “below the power line” opportunities – and how salespeople could be wasting a much as 40% of their selling time chasing down the wrong leads. Now, let’s look at a step-by-step approach to achieving a...
by Bob Junke | Sep 7, 2017 | Blog
Predictive analytics are a special class of sales metrics to track because they pinpoint specific sales performance problems today that will prevent achieving objectives tomorrow, unless they are corrected. As the research presented below shows, the number one problem...
by Bob Junke | Aug 29, 2017 | Blog
Every Sales Executive has a dream of building a high performance sales environment, culture, and team, yet have no idea how to do it. Your system and book is the only one I’ve seen that can get them there. David Kopf Vice President of Sales As Mr. Kopf said, the...
by Bob Junke | Aug 7, 2017 | Uncategorized
The Sales 3.0 Conference, Las Vegas will provide executives in sales and sales operations with key insight and strategies to drive improved sales performance and revenue growth. Adventace is pleased to be a sponsor for this important event. You will learn from sales...
by Bob Junke | Jul 14, 2017 | Blog
The Keys to Delivering Outstanding Sales Performance Our colleagues at Selling Power and GrowthTera would appreciate your participation in a new survey, the Keys to Delivering Outstanding Sales Performance. This survey will help determine the key elements of sales...
by Bob Junke | Jul 5, 2017 | Blog
The Adventace Sales Management System (“SMS”), our award-winning Salesforce application, has been nominated for the prestigious Bluewolf The Future Now Awards. The Future Now Awards celebrates the world’s most innovative companies using Salesforce....
by Bob Junke | Jun 20, 2017 | Blog
The 2015 MHI Sales Best Practices Study found that salespeople engaged in B2B selling must now sell to buying committees with an average of 5.8 buyers. The findings in the study also state that in today’s world of “rising buyer expectations,” these...
![[Webinar] Visionary Selling™: The New Strategy for Successful B2B Sales](http://adventace.com/wp-content/uploads/2017/05/Visionary-Selling-Adventace-Blog.001-1080x400.jpeg)
by Bob Junke | May 19, 2017 | Blog
First there was Solution Selling®. Then came Challenger™. Now there’s Visionary Selling™. Visionary Selling™recognizes that there are two predominant types of B2B buyer. Each type has very different needs, and consequently each type desires a very...
by Bob Junke | Apr 25, 2017 | Blog
The Seller-Educated Buyer In the past B2B buyers certainly understood their business, but they generally did not know how our solutions could help. The net was that traditional Solution Selling was born, where we found a buyer’s pain and turned it into the vision of a...
by Bob Junke | Mar 18, 2017 | Uncategorized
A Knowledge Library (KL) is an online database where information from your experts has been captured, organized, and categorized into highly useful knowledge tools. These tools are designed to help your sales people in every key step of the sales call and sell cycle...
by Bob Junke | Feb 22, 2017 | Blog
In a study by well-known author and sales behavior expert, Professor Steve Martin, he found that 79% of Sales Executives from technology companies said this was a major concern. The purpose of this article is to review the three steps that are necessary to resolve...
![Increase Probability of Making Quota by 3X Using Social Selling [Webinar Recording]](http://adventace.com/wp-content/uploads/2017/01/Successful_Social_Selling.001-1080x400.jpeg)
by Bob Junke | Jan 11, 2017 | Blog
HubSpot compiled several amazing statistics related to social selling (15 Social Selling Stats That Will Inspire You to Take Action). Here are a few: Sellers who use social selling are 3X as likely to achieve their quota (LinkedIn) 78% of salespeople using social...
by Bob Junke | Jan 10, 2017 | Blog
I was in Cambridge, MA, instructing a sales workshop for a large technology firm. Adam, a young salesman who had attended, skipped the entire last day of the workshop. It was apparent to everyone that he did so to avoid having to do a major role-play in the morning...
by Bob Junke | Jan 4, 2017 | Blog
My colleague, Federico Petrozzi Psy.D. PCC (ICF), wrote a brilliant post, Why Coaches need to know how the brain works, on LinkedIn. If you are a sales manager, coaching is perhaps our number 1 responsibility, and this post contains excellent ideas. You can read it...
by Bob Junke | Jan 3, 2017 | Blog
LinkedIn’s Social Selling Index, or SSI, is a measure of a salesperson’s social selling skills and execution. You can check your score at SSI. 15 statistics compiled by HubSpot show that as a salesperson’s social selling index rises, so does their sales success....
by Bob Junke | Dec 20, 2016 | Blog
There is a compelling research report entitled, “Understanding What Your Sales Manager Is Up Against”, by Barry Trailer and Jim Dickie, published by the Harvard Business Review. In this report, the authors provide critical insight into the benefits...
by Bob Junke | Dec 13, 2016 | Uncategorized
15 Minute Webinar Series...That's All it Takes to Deliver Competitive Advantage! To see the recording from “How to Help Your Team Increase Sales by 70% with this Simple Email”, click on the image below. Here’s what you’ll see: The Problem...
by Bob Junke | Dec 13, 2016 | Blog
Do you ever lose opportunities because an executive you’ve never met says “no”? Do opportunities seem to go on and on like a death march? Have buyers gone to the end of a sell cycle with you, only to back out? Well, these are a few examples of signs...
by Bob Junke | Nov 21, 2016 | Blog
Recently I had a conversation with a friend of mine who’s also a sales executive. He told me that they were consistently missing their forecast, and by a significant amount. In his case the root cause of the problem was that they were including all of the...
by Bob Junke | Nov 13, 2016 | Blog
It’s rare indeed for me to see a proactive sales culture. The norm is an unhealthy one. Take a look at the list below, grouped by Sales People, Sales Managers, and Sales Executives, and see if you have the signs of a bad sales culture. Then, in follow-on...
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