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General
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Sales Performance Scorecard (SPS)

Artificial intelligence (AI) and machine learning (ML) are making inroads into the B2B sales arena, and these are part of what necessitated updating and expanding an earlier model. The SPS is also the basis of ongoing research being conducted by Sales Mastery.

General
Barry Trailer

Sales Performance Key Trends Analysis 2022

In addition to presenting how Buyers have changed, this video shows how to best prepare for an economic downturn based on lessons learned during the Great Recession. Based on key performance measures, this video concludes with the best strategy among dozens of training and technology combinations examined.

Research
Barry Trailer

2022 Sales Performance Scorecard Study Analysis

Sales Mastery is the concept of lifelong learning and continuous improvement in the field of sales. Like the Mark Twain quote above, this ongoing pursuit is, in our view, better

General
Barry Trailer

Assessing World Class Best Practices – Top 6 New Best Practices

This video is the second of a two-part series defining World Class Sales Best Practices. Part 1 provides more detail of how the Top 12 Best Practices were identified. There were six new behaviors identified for 2021 (during Covid), each of which is discussed in this video. The full report is also available for free.

General
Barry Trailer

Assessing World Class Best Practices – Top Six Repeating Practices

900+ firms responded to this most recent survey; only 54 (5.8%) qualified as World Class. This video describes the basis for defining World Class and overviews one-half of the Top 12 behaviors. These six behaviors were repeats from 2019 (pre-Covid), showing that some things remain constant, even as the world was turned upside down with the pandemic, lockdowns, supply chain issues and more.

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