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How Does Incentive Model Impact Renewal Effort?
To help understand renewal incentives and renewal effort we conducted a short poll to look at, among other things, what models and methods companies use and how they relate the effort account managers...
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Stalled Deal? Here’s Your Jumpstart!
There is little in the sales universe more frustrating than an important deal stuck in the doldrums of no-decision. This lack of forward momentum can be caused by a multitude of different problems, but...
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Buzzwords Decoded: Ten Social Media Terms To Know
Whether you want to get smart or sound cool, here’s what ten commonly used social media buzzwords mean in layman’s terms. What other jargon is your sales team (or, more likely, your 14 year-old)...
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What Do B2B Buyers Care About?
Recently, CEB completed a survey of nearly 1,100 B2B buyers. Among other things, we asked them about their evaluation criteria: what factors did they consider when choosing the winning supplier? Here...
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The Right Mix of Base and Variable Pay Is…
As part of the CEB Sales membership, our members receive access to compensation benchmark data from over 750 organizations across 15 major industry verticals. This week, we have decided to tap into...
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How SAP Implemented the Challenger Way of Selling
Note: This post is a summary of a translation of an article published in German under the headline “Die Erneuerung des Vertriebs” in Harvard Business Manager 2/2016. In the past, SAP predominantly sold...
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5 Common Account Planning Pitfalls
Take our 5-minute rapid benchmark to capture what account planning looks like at your organization. Respondents will receive a report summarizing the state of account planning relative to their peers....
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Sales Territory Alignment: An Overlooked Driver of Performance
Every sales organization has its stars – sellers who crush their number year-after-year, bring in substantial revenue for the company, and reap the rewards in the form of commissions and trips. At the...
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The Worst Thing a Manager Can Do
Managers, especially first-time managers, often struggle to decide which skills and behaviors they should exhibit in their roles. And, if you are trying too hard to demonstrate performance, it might...
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Managing Change from the Bottom Up
As most of us can personally attest to, change is the new normal; the average organization has experienced five transformational changes (i.e., culture change, leadership transition, merger or...
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What Millennials Want from Work
We here at the CEB Sales Leadership Council have been receiving more and more requests about millennials—that is people born between 1980 and early 2000s. We hear questions like “our workforce is...
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3 Ways to Make Content Credible
There is no shortage of content available for customers. As they sift through it all and decide which suppliers to consider, your organization’s credibility–authenticity–is part of what’s going to set...
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Key Accounts: Who and How Many?
One challenge all companies face with key accounts is investing resources efficiently. Whether a company is constructing a key account program from scratch or reevaluating an existing program, one of...
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Infographic: Why Commercial Insight Brings In Customers
Developing a Commercial Insight is foundational for Challenger Selling. Customers are far more likely to buy if you teach them something new – show them why they should act and why you’re uniquely...
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Get the Most Out of Your President’s Club Trip
As many sales organizations look forward to a successful 2016, having completed or about to complete their national sales meetings, rewarding top performers is top of mind. One reward continues to be...
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How Your Customers Are Leaving You in the Dust
On October 25, 1415, 25,000 French Knights faced-off against 6,000 English foot soldiers at the Battle of Agincourt. On home soil, wearing heavy armor, on horseback and outnumbering their foes 4-to-1,...
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How to Get Customers to Move Beyond Price
It’s no news that more customer stakeholders are involved in a purchase decision today than ever before. In fact, CEB research finds that the average B2B purchase involves 5.4 customer stakeholders....
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Answers to Your Most Pressing Compensation Questions
For many companies, including ours, beginning of the year is the prime time for performance reviews which are inevitably tied to discussions about compensation. When done right, compensation is an...
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Super Bowl Madness: Can Your Sellers Be Peyton Manning?
Earlier this week, the Denver Broncos beat the Carolina Panthers to win Super Bowl 50. While Peyton Manning didn’t have his best game, he did enough to win his second ring, confirming his position as...
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3 Mistakes to Avoid at Your National Sales Meeting
National Sales Meetings are the perfect opportunity to have your whole team together for a fun, informative event that leaves your sales force feeling motivated and energized for the year ahead. Here...
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