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The New Wave in Relationship Selling: Quickly Finding & Closing More Deals


As we enter into the final months of 2010, our hopes that the economy would be a major factor in improving sales results this year are fading. "Uncertainty" is still the word of the day, and this is reflected in sales performance. Our research this year has seen win rates drop below 45% for the first time in the 16 years of our studies, and the percentage of reps making quota is below 50%, for only the second time.

If sales organizations are going to hit their revenue targets for this calendar year, and position themselves for further growth in 2011, they are going to have to work harder, but smarter, as well. Search on the term "sales effectiveness solutions" and you will surface a seemingly endless variety of innovative things you could do to increase the efficiency and effectiveness of your sales teams. But which ones should you do, and in what order?

Tags : relationship selling, onesource, sales cycle, sales performance, crm, sales tools, win rates, business intelligence
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Published:  Sep 14, 2010
Length:  9
Type:  White Paper