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

Posts Tagged: Sales

  • 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

  • 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

  • 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

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