Business to Business Sales Results on the Rise

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2009 Research Indicates Sales Leadership Plays a Critical Role in Improving Sales Results During Difficult Markets

The Enterprise Selling Group (ESG) announces the availability of their latest paper on the best practices of the world’s top performing sales teams. Available at http://www.imperativeselling.com, this report is especially noteworthy as it relates to overcoming the dynamics of the recession. It highlights the sales and sales leadership practices that created growth during one of the toughest markets in recent history.

While many sales teams struggled during the economic recession of 2009, and some continue to struggle, there were standouts that excelled in the tough market conditions and posted impressive growth. The common practices of these standout sales teams are compiled in a step by step guide in the ESG paper.

“We’re excited about the feedback we’re receiving on this paper,” said Kevin Temple, CEO of ESG. “The impact this research has had on several companies during the first quarter of this year is remarkable. We’ve received reports of significant increases in sales productivity in market segments where competitors still languish.”

Tom Brigiotta, VP of Worldwide Sales for Imprivata, a leading sign-on security and workflow provider delivered testimony on this research. “ESG helped us increase our average deal size, increase the number of deals per rep, and dramatically increase our services bookings during the downturn. The insights into customer behavior and sales leadership initiatives provided by ESG were instrumental in our growth campaign.”

The core message of the research indicates that a dynamic, evolving approach to sales leadership has a more profound impact on performance than the widely held view that a formal, inspection driven process is the best approach. “In effect, all of the traditional sales training companies are doing their customers a disservice” said Temple. “They've been telling their customers to drill the chosen methodology into the heads of their sales people, when in fact, the better approach is to take a slice of the methodology and implement it with a goal in mind, and then pick another slice and repeat the process in the following quarter.” The practice has been labeled “Dynamic Sales Process Adherence” by the leading research firm CSO Insights, and their research also indicates this sales leadership practice produces better results.

About ESG
ESG is a high end sales effectiveness consulting company focused on delivering measurable results for critical sales metrics. Their customers span the globe and include technology, healthcare, financial and other business to business solution provider sectors. ESG provides assessment services, training, and sales leadership initiative design to provide demonstrable results. ESG’s business model is unique in the industry and is highlighted by a pay for results structure.

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