Timothy Riesterer's Blog, page 2

Focused on Win-Loss or Win Rates?

Sales needs to start using win-loss data to improve seller performance. According to buyers, 53% of lost deals were winnable if the sellers had done something differently. Learn how to obtain win-loss data from your buyers and use it to identify coaching opportunities for each of your sellers.

focused on win-loss or win rates?

Sales needs to start using win-loss data to improve seller performance. According to buyers, 53% of lost deals were winnable if the sellers had done something differently. Learn how to obtain win-loss data from your buyers and use it to identify coaching opportunities for each of your sellers.

Leading, Lagging, or Live: Use Real-Time Analytics to Monitor and Measure Your Enablement Efforts

Are you getting the enablement data you need, when you need it? Take these five steps to get real-time analytics and help your sales team win more deals.

The 10% Message: A Science-Backed Way to Make Content More Memorable

What is a 10% message, and how do you use it effectively? People will forget 90% of the content you share. Learn about a science-backed concept called the 10% message to ensure people remember the most important points from your content.

Why Your Salespeople Need a Personal “Fitness” Tracker

What if there was a way to track individual sales performance deal-by-deal—uncovering hidden gaps in sales skills and offering tailored training to optimize results going forward? Introducing the fitness tracker for sales.

What Every CEO Needs to Understand About Status Quo Bias

Status Quo Bias can interfere with your ability as a CEO to make the best choices. Learn what Status Quo Bias is and what causes it, so you can ensure it doesn’t get in the way of making necessary changes.

12 Sales Tips and Tricks to Shorten Sales Cycles and Win More Revenue

Use these sales tips and tricks to guide your selling conversations more confidently, avoid potential roadblocks, shorten the sales cycle, and win more revenue.

Sellers Resist Behavior Change. Here’s How to Break Through.

Many sellers resist behavior change. What can sales leaders do to break through that resistance and get them to adopt a new approach?

Using Customer Feedback to Find and Fix Seller Blind Spots

Data shows that your sellers don’t know why your buyers did or didn’t choose you more than half the time. Learn more about getting customer feedback efficiently and at scale.

AI’s Role in Sales Enablement: A View from the Trenches

By keeping sellers on message when pivoting to time-sensitive opportunities or capturing niche market share, AI-powered sales enablement facilitates the next wave of sales efficiency, productivity, and results.