by Bob Junke | Aug 4, 2020 | Blog
The Corporate Executive Board found that salespeople engaged in B2B selling must now sell to buying committees with an average of 5.4 buyers. Corporate Visions reported that 74% of buyers choose the sales rep that was first to add value and insight. % Buyers Choose...
by Bob Junke | Sep 20, 2017 | Blog
Introduction Two types of buyers now dominate the B2B buying world. Sales managers should deploy the sales enablement strategy described in this article so that their sellers can successfully sell to both. We’ll start by using the research-based model that defines how...
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...
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