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

  • How to reach a sales commitment in 15 minutes

    How to reach a sales commitment in 15 minutes Article

    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

  • Sales Commitment – Are You Doing What You Said You Would Do?

    Sales Commitment – Are You Doing What You Said You Would Do? Article

    In a recent blog, I shared my new favorite book, authored by Stephen M.R. Covey, The Speed Of Trust. I shared Covey’s work regarding the three components of trust: character, competence and commitment. Let’s talk about the third component in building trust: keeping commitments. You sign up for the profession of sales which means you

  • Two Reasons Your Value Proposition Has No Value

    Two Reasons Your Value Proposition Has No Value Article

    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

  • 5 Ways to Best Transition a Sales Account or Territory

    5 Ways to Best Transition a Sales Account or Territory Article

    What’s the best way to transition a sales account?  It’s a good question. Handing off accounts – or transitioning territories – is a potentially touchy task.  Our salespeople build relationships with customers, and for whatever reason, we are severing one relationship to start another.  Comfortable customers buy; one of the most uncomfortable moments for a

  • Three Reasons Your Sales Pipeline Is A Petting Zoo

    Three Reasons Your Sales Pipeline Is A Petting Zoo Article

    Meet Eddie. Eddie is a prospect that has been in the sales pipeline and forecast WAY TOO long. You know this prospect. He is the prospect that always takes your call, is pleasant and assures you that the company is going to ‘do something’ next month. Salespeople like the Eddie’s of the world and often

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