Vistage Research Center

Get actionable, data-driven insights and expert perspectives from our global community of CEOs and thought leaders. Led by Joe Galvin, Chief Research Officer

Colleen Stanley

  • 3 ways to win over a sales prospect

    3 ways to win over a sales prospect Article

    Picture this: A sales manager is meeting with a salesperson to discuss why his once-full sales pipeline is now empty. The salesperson has an explanation. “Everyone is happy with their existing vendor,” he says.

  • Does your sales organization train like a garbage company?

    Does your sales organization train like a garbage company? Article

    Verne Harnish has a great new book, Scaling Up, where many examples of best practices are discussed on how to scale your business rapidly and profitably. Of course, Chapter Five, which focuses on training and on-boarding, really grabbed my attention. Harnish shares stories of several companies using training and development as their competitive weapon to

  • Is failure really not an option?

    Is failure really not an option? Article

    We’ve all heard the phrase, “You learn more from your failures than successes.” Now, let’s apply the emotional intelligence skill of reality testing. Companies and sales organizations don’t really believe that statement. How do I know? Walk into an office and you will find a success wall filled with plaques such as vendor of the

  • Why Technology Can’t Replace Great Salespeople

    Why Technology Can’t Replace Great Salespeople Article

    “Disruptive technology” is the new buzz phrase in business. It’s described as innovation that helps create a new market and value network, and eventually displaces earlier technology. Companies invest dollars in R&D (research and development) to remain relevant, be disruptive and not turn into the next dinosaur. An equal number of dollars should be invested

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