Articles and Research
Since 1997, SEI has endeavored to understand how companies excel and
exceed customer expectations through the eyes of their sales
organizations. We've conducted unique research into the issues senior
executives face when competing in today's markets, and what is
necessary to build a culture of high performance with their sales
teams. The articles and research papers below highlight key ideas to
help you think on where you need to establish focus.
It's Time to Rally and Train the Sales Force
By Laura Raines
Selling in a down market — specifically this down market — is a lot more complex than it used to be.
“Consumer habits have changed. Business-to-business sales cycles are longer. The size of the deals are bigger. Customers are more demanding. The overall pie has gotten smaller, so the competition is keener. It’s much harder to land a sale than it used to be,” summed up Carlos Quintero, president and founder of Sales Effectiveness, Inc., a sales excellence consulting and performance improvement firm based in Atlanta.
More Articles...
- From Weakness to Strength
- Anchor Away, Negotiators
- Top 25 Questions to Explore During Initial Sales Calls
- 10 Sales Strategies for Today's Markets
- Top Practices of Superior Sales Organizations
- Top 12 Principles of Account Management
- Top 12 Ideas for Driving Consistent Growth
- Top 10 Practices of Sales Management
- Growth and Sales Excellence Study
- Building a World Class Selling Organization
- Developing the Complete Sales Leader
- Top Metrics Sales Organizations Use
- Top 10 Ideas for Improving Sales Performance
- Build Sales Excellence
