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

Sales

Driving sales and revenue growth includes effectively attracting new customers and retaining and growing the customers you have today. It also includes improving sales effectiveness by investing in the right sales people and ensuring they have the skills to successfully engage with your customer base. Reinforce your sales process and track results using CRM (customer relationship management) technology to support your sales team and sales managers.

  • Which Sales Strategy Is Right For Your Business?

    Which Sales Strategy Is Right For Your Business?

    Several runners of a half marathon in Bangalore, India abandoned the race when they found out that the pace car missed a turn, leading nine runners a kilometer off course. The wrong turn ruined any chance the runners had to win. In the same way, a wrong turn by your sales leadership can result in

  • My sales team doesn’t ask enough questions

    My sales team doesn’t ask enough questions

    “My sales team doesn’t ask enough questions.”  This complaint consistently ranks in the top three voiced by CEO’s and sales managers.  There are hundreds of sales books emphasizing the value of asking questions. Ask questions to better understand your customer’s needs.  Ask questions to eliminate assumptions. Ask questions to build rapport. So what’s the reason

  • The Top 5 Dumb Things That Will Kill Your Revenue

    The Top 5 Dumb Things That Will Kill Your Revenue

    The waste is called the “Cost of Chaos” for producing revenue.  This revenue “Cost of Chaos” results from one of two things:  “Spending your money to compete with yourself” or from you fighting the science of Revenue Generation. This post is about “fighting the science.”  In other parts of your life, you have seen “fighting

  • One Easy Way To Close More Business

    One Easy Way To Close More Business

    There are hundred books written on how to close more business. Ask questions to insure you know the prospects goals and challenges. Read their personality style and adapt your communication style to create trust and likeability. And of course, ask for the business! The easiest way to improve close ratios is to get clear on

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