The 3 Sales Discoveries That Will Multiply Your Results
Posted: Tue Dec 17, 2024 8:45 am
B2B sales is a sport that has always been about fighting the good fight and consistently winning business in the face of great resistance, but there was a time when everything was different.
At the beginning of 2009, the US economy was in crisis. This was due to the collapse of the real estate industry, a situation that affected not only the US but the entire world.
Business leaders from all types of companies were faced with an epic problem, a phenomenon not many had experienced before – customers disappeared overnight. Global trade was in tatters, banks weren’t giving out credit, and cash was even scarcer.
For most sales leaders, the situation was even worse. Imagine waking up sales marketing directors managers email lists every morning, gathering all your troops and sending them into a battle that was unwinnable.
However, selling to someone who is incredulous or undecided is one thing, but selling to nothing is another show and that was the battle in 2009.
That's where the big mystery was...
Braving one of the toughest economic times in decades, if not ever, there were a small number of talented and unique salespeople who were still selling, in fact selling a lot, while everyone else was struggling.
These salespeople were generating business on a scale that thousands of salespeople would have wished for even in a healthy economic period. Were they lucky? Were they born with superpowers or some special gift? And more importantly, could it be possible to replicate some of that magic?
It was during these trying times that the SEC (Sales Executive Council) initiated one of the most important studies on salespeople productivity in decades. They wanted to find out what exactly separated this class of salespeople from the rest and by studying this question for over four years, working closely with sales leaders from top companies worldwide, dozens of enterprises and thousands of sales executives, they uncovered 3 insights that fundamentally rewrote the sales playbook and led thousands of B2B sales leaders to think very differently about how they sell.
3 B2B sales insights that will change your mind
Below, we will reveal these 3 B2B sales discoveries or insights. You will lose a lot of money if you don't continue reading.
At the beginning of 2009, the US economy was in crisis. This was due to the collapse of the real estate industry, a situation that affected not only the US but the entire world.
Business leaders from all types of companies were faced with an epic problem, a phenomenon not many had experienced before – customers disappeared overnight. Global trade was in tatters, banks weren’t giving out credit, and cash was even scarcer.
For most sales leaders, the situation was even worse. Imagine waking up sales marketing directors managers email lists every morning, gathering all your troops and sending them into a battle that was unwinnable.
However, selling to someone who is incredulous or undecided is one thing, but selling to nothing is another show and that was the battle in 2009.
That's where the big mystery was...
Braving one of the toughest economic times in decades, if not ever, there were a small number of talented and unique salespeople who were still selling, in fact selling a lot, while everyone else was struggling.
These salespeople were generating business on a scale that thousands of salespeople would have wished for even in a healthy economic period. Were they lucky? Were they born with superpowers or some special gift? And more importantly, could it be possible to replicate some of that magic?
It was during these trying times that the SEC (Sales Executive Council) initiated one of the most important studies on salespeople productivity in decades. They wanted to find out what exactly separated this class of salespeople from the rest and by studying this question for over four years, working closely with sales leaders from top companies worldwide, dozens of enterprises and thousands of sales executives, they uncovered 3 insights that fundamentally rewrote the sales playbook and led thousands of B2B sales leaders to think very differently about how they sell.
3 B2B sales insights that will change your mind
Below, we will reveal these 3 B2B sales discoveries or insights. You will lose a lot of money if you don't continue reading.