Sales Performance

Access the newest insights, research papers and best practices by reading and learning from our Sales Training research documents and articles.

Context Matters

By Michael Griffin
The world is changing and the sales cycle has become more complicated and dynamic. Bringing context as well as content into sales discussion is rising as a key understanding needed to effectively and efficiently engage with potential buyers.

Excuses or Reasons

by Cassie Goh
Lately, while preparing for upcoming blogs and eZine, I came across this article “There are Lots of Excuses for No Success, but Very Few Reasons” by Jeffrey Gitomer. It was a timely reminder for myself and I thought it may be of great inspiration for you as well.

Achieve Global | Partner | ELAvate Singapore

Closing Shouldn’t Be the Objective of a Client Meeting

By Chris Cowan
If you have been in sales for a while, it would have been hard to miss all the hype around the latest and greatest sales approaches and different selling techniques that work….or don’t! Some of these “proven techniques” and “surefire ways” to close a deal are legitimate,however many are simply tricks and tactics used by the unprofessional salesperson to cover for deficiencies earlier in the sales process.

ELAvate Sales Logo | Singapore

Sales People Know How to Enjoy Life- Like the “The Super Salesman”

by Michael Griffin
Sales people are creative, fun people. They enjoy life. Sometimes though they get so wound up and focused on their targets and goals, they develop “target fixation.” This can be deadly.

ELAvate Sales Logo | Singapore

Stay Out of Trouble!

by Michael Griffin
You and the customer are having a discussion on business issues, his organization or your solution. The next thing you know, you don’t know how to respond. The reasons could be: poor knowledge of customer’s market or industry, you were not in full listening mode, or …

Achieve Global | Partner | ELAvate Singapore

The Role of Sales in Building a B2B Brand

by Brian Vail
With the launch of the new brand of MHI Global (bringing together the powerhouse brands of AchieveGlobal, Miller Heiman, Huthwaite, Impact Learning Systems and Channel Enablers), it got me thinking about the role that Sales plays to truly make a difference in the market …

ELAvate Sales Logo | Singapore

iConnect to the Customer!

by Michael Griffin
When our Professional Selling Skills (PSS) program was being constructed by two Columbia University professors, they discovered that when sales people connect to the customer both logically and emotionally, the success of closing doubles. Yes, your ability to close …

ELAvate Sales Logo | Singapore

iProbes – Dynamite Questions for More Focused Customer Conversations

by Michael Griffin
Asking good questions is at the heart of consultative B2B selling. My sales hero, Jeffrey Gitomer, relates if a salesperson can’t ask good questions, he/she won’t be successful. Good probes unlock the door to a potential sale. Let’s look at probes that really advance the business discussion towards a mutually beneficial close …

Alliance Partner - GrowthPlay

Creating a performance-driven culture that focuses on customer satisfaction

by GrowthPlay
World Class sales forces, through a proactive analysis of what the customer needs, leave nothing to chance when ensuring customer satisfaction. They recognize that an effective sales effort goes beyond merely selling products or services; it demands that priority be given to increasing the customer’s productivity, which can …

ELAvate Sales Logo | Singapore

Prospecting Sales Gold and Where to Find It

by Michael Griffin
There are many articles on the B2B prospecting process and skill to uncover leads for future sales. Skill and process without the mother lode of prospecting will be draining, less than successful, burn you out and hurt your company’s image. What is the “Mother Lode Gold” you must have to be a successful B2B prospector?

ELAvate Sales Logo | Singapore

Get a Head Start in the B2B Marathon

by Michael Griffin
B2B sales people run a marathon, not a 100-meter dash. Our sales cycles are longer and more complex and require mental and physical endurance. I remember the first time I ran a marathon. My preparation and pre-race strategy gave me a “head start” to better my success of completing the full 42.195 kilometers …

ELAvate Sales Logo | Singapore

The 21 Influential Laws of Sales Presentations

by Michael Griffin
Sales people regularly give presentations. An effective, entertaining sales presentation is what can tip the decision for the sale in your favor. Here are the lessons I have learned presenting successfully across cultures and organizations over the past 30 years. All these Influential Laws of Sales Presentations …

ELAvate Sales Logo | Singapore

Birds of a Feather Buy Across Cultures

by Michael Griffin
In my over 30 years of selling across cultures, I have learned that gaining respect and trust are crucial in building long-term customer relationships. In some cultures, we sell our product by interacting with the customer, meeting customer needs or solving business issues and, if time permits, we may build …

ELAvate Sales Logo | Singapore

The 4 P’s are Now the 4 E’s. How does this Impact the B2B Sales?

by Michael Griffin
Way back in 1960, Jerome McCarthy came up with the 4 P’s of marketing. You all know them from your marketing class at college. Well, how times have changed. With the rise of the Internet and networked global communication, the buyer …

Alliance Partner - GrowthPlay

How to Interview Sales Candidates to Get the Real Picture

by GrowthPlay
We realize that more emphasis is put on the interview than any other selection aspect. Here are key factors that experience has proven to be valuable. We’ve also included a short, practical interview example to assist in interview design. While interviewing may be the most common of selection ...

ELAvate Sales Logo | Singapore

21 Ways to Fix Sales Performance Gaps

by Michael Griffin
As AchieveGlobal’s representative in India, Indonesia and Vietnam, we are excited to share their latest three-tiered research study. This research found that a constant focus on the customer is the success factor shared by top sales performers. Sales and business leaders who want to build ...

ELAvate Sales Logo | Singapore

21 Ways to Fix Sales Performance Gaps

by Michael Griffin
As AchieveGlobal’s representative in India, Indonesia and Vietnam, we are excited to share their latest three-tiered research study. This research found that a constant focus on the customer is the success factor shared by top sales performers. Sales and business leaders who want to build ...

ELAvate Sales Logo | Singapore

My Sales People need to Negotiate Better

by Michael Griffin
Companies often approach me to “ELAvate” the negotiating skills of their sales people. These are companies that have a sales team in place, done the basic selling skills training a few months or a year or two ago, but they still find their sales productivity lagging behind expectations. A cursory investigation by their sales …

Achieve Global | Partner | ELAvate Singapore

It’s Closing Time…Successfully Closing the Sales Call [Sales Success Series, Part 6 of 6]

by K.C. Blonski
After opening the sales call, exploring the customer’s needs, and offering solutions by highlighting features and benefits of products and services, the salesperson looks forward to the successful finale: the moment of call closing. The goal when closing a sales call should not be simply to bid farewell and good luck.

ELAvate Sales Logo | Singapore

You are too Expensive!

by Michael Griffin
In many countries, it is “fair game” to hit you with a price objection right at the beginning of a B2B sales visit. On the other hand, most sales training programs assume and teach that price objections usually occur after a discussion of needs and resulting features and benefits. So how do you handle an early, in your face price objection?

ap-achieve-forum

“But if you try sometimes…you might get all you need” [Sales Success Series, Part 5 of 6]

by Henry Mueller
Every sales professional knows that achieving success during a sales call is a tricky balance between asserting your company’s solutions to the customer’s needs, and stepping back to listen intently to customer concerns. Each part of the call serves an important purpose in building a bridge of trust between salesperson and customer.

ap-achieve-forum

You had me at “Hello!” [Sales Success Series, Part 3 of 6]

by John Rooney
The way that we open a call is important because every interaction with a customer can be thought of as a new opportunity to form a first impression. When starting a call, the sales representative must focus on getting the customer to agree on what will be covered or accomplished during the call. At AchieveGlobal, we focus on a few key points when building a strong sales call opening.

ELAvate Sales Logo | Singapore

Sales Coaches are Your Key to Sales Success

by Michael Griffin
Over the years, many organizations have called me in to request a proposal for selling skill training as the solution to boost flagging sales, improve negotiating or to advance key account management. I have used the classic problem analysis tool called the “5 Why’s” to not just uncover symptoms of poor sales but root causes. More often than not, a root cause is ineffective or a non-existent sales coaching culture.

Achieve Global | Partner | ELAvate Singapore

The Importance of the Sales Process

by Sharon Daniels
When thinking about what it takes to turn a sales prospect into a closed deal, does it always make sense to follow a defined process? Is a sales process worth the time and resources to implement?

Achieve Global | Partner | ELAvate Singapore

Standing in Your Customers’ Shoes

By Sharon Daniels
When customers interact with a company, mostly they’re hoping to have their needs met (through products and services), and to receive good service (from associates). But for many reasons, these seemingly simple expectations can go awry.

Achieve Global | Partner | ELAvate Singapore

What it Means to be a Professional – Professional Selling Skills

by Seleste Lunsford
What transforms an occupation into a “profession” has been the subject of debate and the topic of numerous scholarly articles by sociologists, business people, and others for years.

Alliance Partner - GrowthPlay

Those Who Can Sell Professionally

by Howard Stevens
We have researched successful and unsuccessful salespeople for twenty-one years. We have a database of nearly 200,000 salespeople whom we have tested and tracked.

Achieve Global | Partner | ELAvate Singapore

Technology in Sales Organization

by Mark Marone, Ph.D. and Keith Malo
So your sales organization has spent lots of money on a CRM or sales force automation system, a fancy Website with customer ordering capabilities, and laptops for all the sales associates.

Achieve Global | Partner | ELAvate Singapore

Survey of Sales Effectiveness Report 2010

by Mark Marone, Ph.D. and Chris Blauth
To gain a better understanding of the sales skills and behaviors required to succeed in today’s marketplace, AchieveGlobal conducted a worldwide survey of more than one thousand sales professionals.

Achieve Global | Partner | ELAvate Singapore

Superior Sales Performance

by Lewis Carroll
Today’s mandate for sales and marketing executives is clear: boost revenues and profits, cut the costs of sales, and increase customer satisfaction and retention.

Achieve Global | Partner | ELAvate Singapore

Sensational Sales Management – The Key to a Winning Sales Team

by SELESTE LUNSFORD and MARK MARONE, Ph.D.
With a knack for being able to see the ― "big picture,"  Jane is regarded as an excellent strategist, constantly reassessing the market and identifying new customer segments.

Alliance Partner - GrowthPlay

Selling Successfully Millennium

by GrowthPlay
Principle 1: Repeat sales from existing loyal customers offer significantly more volume and profit.

Achieve Global | Partner | ELAvate Singapore

Sales Training Enhances Performance Aids Recruitment & Retention at Charter Media

by Todd Stewart
Sales-driven organizations succeed by virtue of the quality and performance of their sales staff and managers.

Achieve Global | Partner | ELAvate Singapore

Path to Sales Effectiveness

by SELESTE LUNSFORD and BILL JACKSON
Honed through more than 40 years of research and industry experience, AchieveGlobal’s point of view is that successful selling means creating mutually valuable, long-term relationships with customers. Conceptually, it’s quite simple. The challenge, as always, lies in the execution.

Alliance Partner - GrowthPlay

Most Common Sales Myths

by GrowthPlay
Quantitative and scientifically rigorous research can often debunk long-held “traditional wisdom.” Modern “businessto- business” research measuring customer purchase choices, as well as sales force and individual salesperson effectiveness, has provided many of the biggest surprises. These top eight sales “Myth Breakers” account for many competitive sales failures.

Achieve Global | Partner | ELAvate Singapore

Managing to Win – Smart Strategies for Account Sales in an Uncertain Economy

by EDWARD R. DEL GAIZO, Ph.D.
In times of economic uncertainty, buying organizations often respond by reducing discretionary funding, raising investment hurdles and adding decision makers to their buying processes — all resulting in increasingly complex sales cycles.

Achieve Global | Partner | ELAvate Singapore

Global Sales Story – How Succesful Sales Organization

by AchieveGlobal
Competitive advantage in today's global marketplace is difficult to come by. If you haven't looked lately, it's time to look now: It's a whole new selling world out there, transformed by a fastpaced business environment that shows no signs of letting up.

Alliance Partner - GrowthPlay

Critical Employment Selection Principles

by GrowthPlay
For the last 10 Years, we have interviewed over 100,000 business customers to identify the most effective or “World Class” companies that serve them.

Achieve Global | Partner | ELAvate Singapore

Creating Sales Superstars

by Edward R. Del Gaizo, Ph.D., AchieveGlobal Director, Sales Performance Portfolio, and Darlene Russ-Eft, Ph.D.
Customers love them. Co-workers admire them. Competitors want them. They are your top salespeople. Your superstars. And, like most other organizations, you wish you had more of them.

Achieve Global | Partner | ELAvate Singapore

Contender or Pretender – The Role of Inside Sales in Winning Business

by Chris Blauth
For many organizations, these challenges mean re-thinking their sales strategy to include or expand inside sales—and retooling the team to do it.

Achieve Global | Partner | ELAvate Singapore

Consultative Selling Today – To Be OR Not To Be Consultative

by SELESTE LUNSFORD and MARK MARONE, Ph.D.
Organizations have begun to re-examine their use of consultative selling—many, if not most, sales organizations now view consultative selling as the baseline, regardless of industry, geography, or target market.

Achieve Global | Partner | ELAvate Singapore

Conquering the Competition – Selling in a Competitive World

by Seleste Lunsford, Executive Consultant
That’s because every trend study AchieveGlobal has conducted over the last 40 years reveals competition to be one of the most pressing challenges facing sales organizations. And perhaps more concerning, competition is increasing versus years past. In fact, 85 percent of global executives surveyed by McKinsey & Company describe their business environment as more competitive than it was five years ago, largely because of the improved capabilities of their competitors and growth in the number of low-cost competitors.1

Achieve Global | Partner | ELAvate Singapore

Beyond Selling – How Sales Organizations Create Exceptional Customer Experiences

by Mark Marone, Ph.D.
It’s a pervasive reality: The sales profession has fundamentally changed throughout the years.

Achieve Global | Partner | ELAvate Singapore

Best Practice for New Business Acquisition

by Anne E.P. Smith, Seleste Lunsford
AchieveGlobal recently completed a global, two-year study on the challenges facing today’s sales organizations. One common theme emerged in this study time and time again: The urgent need to generate new business more proactively.

Achieve Global | Partner | ELAvate Singapore

Prospecting Study Findings

by AchieveGlobal
AchieveGlobal is exploring the critical aspects of Prospecting as part of our ongoing research into sales performance. This includes both the processes and the skills needed to succeed in gaining interest and initiating the sales cycle with potential customers.

Achieve Global | Partner | ELAvate Singapore

Lets Make a Deal – Five Lessons for Successful Sales Negotiations

by SELESTE LUNSFORD
Most sales cycles end with a negotiation phase, and over time, this phase of the sales process has become increasingly complex.

Achieve Global | Partner | ELAvate Singapore

How Successful Sales Organizations Compete Today

by AchieveGlobal
Sell smarter, and keep your customers coming back for more. Meet new competitive and operational challenges. Instill high performance behaviors and processes in your entire sales force. Use technology to boost sales and improve customer relationships.