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.

  • Would Your Sales Teams Pass the Marshmallow Test?

    Would Your Sales Teams Pass the Marshmallow Test?

    In the early 1960’s, Walter Mischel, professor at Stanford University conducted the infamous marshmallow test.  Mischel and his team of researchers tested four year old children on their self-control, a skill often referred to as delayed gratification.  Each child was presented with a marshmallow and given a choice:  eat this one now or wait, and

  • Are You Asking the Right Questions?

    Are You Asking the Right Questions?

    If you want to continually grow and produce more profit, which questions do you need to ask? Do you ask sales questions – get sales answers or do you ask revenue questions – get revenue answers? Really both are OK if you ask them in the right order.  Always ask your revenue questions first.  Ask

  • How to reach a sales commitment in 15 minutes

    How to reach a sales commitment in 15 minutes

    When we tell someone what we do (we normally sound just like our competitors) or what our product does, we have to hope the suspect cares enough to listen.  Since we use words that have many interpretations and are the same words used by our competitors, we have to hope the suspect understood what we

  • Two Reasons Your Value Proposition Has No Value

    Two Reasons Your Value Proposition Has No Value

    It’s called an elevator pitch, a 30 second commercial and a value proposition.    Whatever you choose as a name, the goal is the same:  deliver a statement that quickly engages your prospect’s interest and desire to continue a sales conversation. Value propositions are one of the most important selling tools a sales organization can develop

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