by Bob Junke | Sep 5, 2019 | Blog
Here are 6 key questions you should ask your sales people early and often: Have you identified a clear CRITICAL BUSINESS ISSUE driving the need to act? Have you developed a clear vision of a SOLUTION in the mind of your prospect? With that, can you establish a clear...
by Bob Junke | Aug 10, 2019 | 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...
by Bob Junke | Jul 3, 2019 | Blog
What are Predictive Metrics? Predictive Metrics are a special class of sales metric. They are critically important because: They pinpoint specific sales performance problems today that will prevent achieving objectives tomorrow, unless they are corrected. They are...
by Bob Junke | Jun 4, 2019 | Blog
Seller-Educated Buyers Until the early 2000’s one type of buyer dominated the B2B landscape. Particularly in complex business situations, these were buyers who had problems that were difficult to solve. Consequently, there was fairly heavy reliance on a sales person...
by Bob Junke | May 4, 2019 | Blog
Because of the capabilities and impact of the Adventace Sales Management System, we have been nominated as one of the Top 20 Sales Technology Solution Providers 2019 by CIO Review. They said, “Like any other arena, the Sales Technology landscape is flooded with...
by Bob Junke | Apr 24, 2019 | Blog
The Sales Enablement Effectiveness Gap In their joint study Heinz Marketing and Highspot concluded that, “New research shows a massive gap between the importance and effectiveness of Sales Enablement.” They affirmed that gap in their follow up study when they said,...
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