Accessibility Statement Skip Navigation
  • Why PRWeb
  • How It Works
  • Who Uses It
  • Pricing
  • Login
  • GDPR
  • Create a Free Account
Return to PRWeb homepage
  • News
  • Resources
  • Contact
When typing in this field, a list of search results will appear and be automatically updated as you type.

Searching for your content...

No results found. Please change your search terms and try again.
  • News in Focus
      • Browse News Releases

      • All News Releases
      • Multimedia Gallery

      • All Multimedia
      • All Photos
      • All Videos
  • Business & Money
      • Auto & Transportation

      • Aerospace, Defense
      • Air Freight
      • Airlines & Aviation
      • Automotive
      • Maritime & Shipbuilding
      • Railroads and Intermodal Transportation
      • Supply Chain/Logistics
      • Transportation, Trucking & Railroad
      • Travel
      • Trucking and Road Transportation
      • View All Auto & Transportation

      • Business Technology

      • Blockchain
      • Broadcast Tech
      • Computer & Electronics
      • Computer Hardware
      • Computer Software
      • Data Analytics
      • Electronic Commerce
      • Electronic Components
      • Electronic Design Automation
      • Financial Technology
      • High Tech Security
      • Internet Technology
      • Nanotechnology
      • Networks
      • Peripherals
      • Semiconductors
      • View All Business Technology

      • Entertain­ment & Media

      • Advertising
      • Art
      • Books
      • Entertainment
      • Film and Motion Picture
      • Magazines
      • Music
      • Publishing & Information Services
      • Radio & Podcast
      • Television
      • View All Entertain­ment & Media

      • Financial Services & Investing

      • Accounting News & Issues
      • Acquisitions, Mergers and Takeovers
      • Banking & Financial Services
      • Bankruptcy
      • Bond & Stock Ratings
      • Conference Call Announcements
      • Contracts
      • Cryptocurrency
      • Dividends
      • Earnings
      • Earnings Forecasts & Projections
      • Financing Agreements
      • Insurance
      • Investments Opinions
      • Joint Ventures
      • Mutual Funds
      • Private Placement
      • Real Estate
      • Restructuring & Recapitalization
      • Sales Reports
      • Shareholder Activism
      • Shareholder Meetings
      • Stock Offering
      • Stock Split
      • Venture Capital
      • View All Financial Services & Investing

      • General Business

      • Awards
      • Commercial Real Estate
      • Corporate Expansion
      • Earnings
      • Environmental, Social and Governance (ESG)
      • Human Resource & Workforce Management
      • Licensing
      • New Products & Services
      • Obituaries
      • Outsourcing Businesses
      • Overseas Real Estate (non-US)
      • Personnel Announcements
      • Real Estate Transactions
      • Residential Real Estate
      • Small Business Services
      • Socially Responsible Investing
      • Surveys, Polls and Research
      • Trade Show News
      • View All General Business

  • Science & Tech
      • Consumer Technology

      • Artificial Intelligence
      • Blockchain
      • Cloud Computing/Internet of Things
      • Computer Electronics
      • Computer Hardware
      • Computer Software
      • Consumer Electronics
      • Cryptocurrency
      • Data Analytics
      • Electronic Commerce
      • Electronic Gaming
      • Financial Technology
      • Mobile Entertainment
      • Multimedia & Internet
      • Peripherals
      • Social Media
      • STEM (Science, Tech, Engineering, Math)
      • Supply Chain/Logistics
      • Wireless Communications
      • View All Consumer Technology

      • Energy & Natural Resources

      • Alternative Energies
      • Chemical
      • Electrical Utilities
      • Gas
      • General Manufacturing
      • Mining
      • Mining & Metals
      • Oil & Energy
      • Oil and Gas Discoveries
      • Utilities
      • Water Utilities
      • View All Energy & Natural Resources

      • Environ­ment

      • Conservation & Recycling
      • Environmental Issues
      • Environmental Policy
      • Environmental Products & Services
      • Green Technology
      • Natural Disasters
      • View All Environ­ment

      • Heavy Industry & Manufacturing

      • Aerospace & Defense
      • Agriculture
      • Chemical
      • Construction & Building
      • General Manufacturing
      • HVAC (Heating, Ventilation and Air-Conditioning)
      • Machinery
      • Machine Tools, Metalworking and Metallurgy
      • Mining
      • Mining & Metals
      • Paper, Forest Products & Containers
      • Precious Metals
      • Textiles
      • Tobacco
      • View All Heavy Industry & Manufacturing

      • Telecomm­unications

      • Carriers and Services
      • Mobile Entertainment
      • Networks
      • Peripherals
      • Telecommunications Equipment
      • Telecommunications Industry
      • VoIP (Voice over Internet Protocol)
      • Wireless Communications
      • View All Telecomm­unications

  • Lifestyle & Health
      • Consumer Products & Retail

      • Animals & Pets
      • Beers, Wines and Spirits
      • Beverages
      • Bridal Services
      • Cannabis
      • Cosmetics and Personal Care
      • Fashion
      • Food & Beverages
      • Furniture and Furnishings
      • Home Improvement
      • Household, Consumer & Cosmetics
      • Household Products
      • Jewelry
      • Non-Alcoholic Beverages
      • Office Products
      • Organic Food
      • Product Recalls
      • Restaurants
      • Retail
      • Supermarkets
      • Toys
      • View All Consumer Products & Retail

      • Entertain­ment & Media

      • Advertising
      • Art
      • Books
      • Entertainment
      • Film and Motion Picture
      • Magazines
      • Music
      • Publishing & Information Services
      • Radio & Podcast
      • Television
      • View All Entertain­ment & Media

      • Health

      • Biometrics
      • Biotechnology
      • Clinical Trials & Medical Discoveries
      • Dentistry
      • FDA Approval
      • Fitness/Wellness
      • Health Care & Hospitals
      • Health Insurance
      • Infection Control
      • International Medical Approval
      • Medical Equipment
      • Medical Pharmaceuticals
      • Mental Health
      • Pharmaceuticals
      • Supplementary Medicine
      • View All Health

      • Sports

      • General Sports
      • Outdoors, Camping & Hiking
      • Sporting Events
      • Sports Equipment & Accessories
      • View All Sports

      • Travel

      • Amusement Parks and Tourist Attractions
      • Gambling & Casinos
      • Hotels and Resorts
      • Leisure & Tourism
      • Outdoors, Camping & Hiking
      • Passenger Aviation
      • Travel Industry
      • View All Travel

  • Policy & Public Interest
      • Policy & Public Interest

      • Advocacy Group Opinion
      • Animal Welfare
      • Congressional & Presidential Campaigns
      • Corporate Social Responsibility
      • Domestic Policy
      • Economic News, Trends, Analysis
      • Education
      • Environmental
      • European Government
      • FDA Approval
      • Federal and State Legislation
      • Federal Executive Branch & Agency
      • Foreign Policy & International Affairs
      • Homeland Security
      • Labor & Union
      • Legal Issues
      • Natural Disasters
      • Not For Profit
      • Patent Law
      • Public Safety
      • Trade Policy
      • U.S. State Policy
      • View All Policy & Public Interest

  • People & Culture
      • People & Culture

      • Aboriginal, First Nations & Native American
      • African American
      • Asian American
      • Children
      • Diversity, Equity & Inclusion
      • Hispanic
      • Lesbian, Gay & Bisexual
      • Men's Interest
      • People with Disabilities
      • Religion
      • Senior Citizens
      • Veterans
      • Women
      • View All People & Culture

  • Hamburger menu
  • Cision PRWeb provides efficient communication tools to continuously engage with target audiences across multiple online channels
  • Create a Free Account
    • ALL CONTACT INFO
    • Contact Us


      11AM ET Sunday – 8PM ET Friday

  • Send a Release
  • Sign up
  • Log in
  • Resources
  • RSS
  • GDPR
  • News in Focus
    • Browse All News
    • Multimedia Gallery
  • Business & Money
    • Auto & Transportation
    • Business Technology
    • Entertain­ment & Media
    • Financial Services & Investing
    • General Business
  • Science & Tech
    • Consumer Technology
    • Energy & Natural Resources
    • Environ­ment
    • Heavy Industry & Manufacturing
    • Telecomm­unications
  • Lifestyle & Health
    • Consumer Products & Retail
    • Entertain­ment & Media
    • Health
    • Sports
    • Travel
  • Policy & Public Interest
  • People & Culture
    • People & Culture
  • Send a Release
  • Sign up
  • Log in
  • Resources
  • RSS
  • GDPR
  • Send a Release
  • Sign up
  • Log in
  • Resources
  • RSS
  • GDPR
  • Send a Release
  • Sign up
  • Log in
  • Resources
  • RSS
  • GDPR

New Research Results from Selling Power and AuctusIQ Reveal the Five Most Powerful Predictors of Business Growth During a Time When Selling Is Harder than Ever
  • USA - English

Selling Power and AuctusIQ recently partnered to conduct an empirical research study to uncover the selling practices that most influence the growth of small, mid-sized, and large organizations. Findings revealed five powerful predictors of business growth rates across a sample of 127 companies. Results of the study highlight the secrets behind what sales organizations are doing differently when they deliver cost-effective growth. Analysis validated how fast-growth companies achieve 30 percent or higher growth versus comparable companies experiencing low to no growth.


News provided by

Selling Power

Apr 20, 2020, 07:00 ET

Share this article

Share toX

Share this article

Share toX

FREDERICKSBURG, Va., April 20, 2020 /PRNewswire-PRWeb/ -- Selling Power is pleased to announce the release of findings from new research led by growth intelligence partner AuctusIQ based on 25 years of empirical studies in sales performance and transformation.

In a time of uncertainty and change, it is more apparent than ever that organizations need to reset and shift sales practices to survive and thrive long-term. This report demonstrates where those shifts must occur to maintain and accelerate growth through a down and slow-rising economy. The report, "Five Factors of Sales Transformation and Cost-Effective Growth: Best Practices of Fast-Growth Organizations" can be found at https://bit.ly/3crwJIj.

As the market is hit by unprecedented challenges, sales organizations are forced to rethink their strategy to come out ahead, says Dr. Courtney McCashland, co-founder and chief of science and strategy of AuctusIQ, who directed the research and analysis. "This data provides insight to bring valuable impact to our clients and partners," she adds.

Five Practices That Matter Now More Than Ever

The study uncovered significant relationships between what sales organizations are doing and how fast they're growing. These relationships (found across segments analyzed by size of business) were most pronounced in small to mid-sized organizations with average annual revenues of $250 million.

The study revealed that organizations must pay attention to two components: talent and process. The relationship between the two is critical and tremendously strengthens the outcome when used in parallel, not as silos of sales strategy.

A strong CRM and sales strategy are indicative of high-growth outcomes, but years of empirical data, confirmed again through this timely study, denote the level of sales force talent greatly impacts the return on investment. A highly disciplined sales operation must surround a CRM and sales strategy to make an impact. This denotes first understanding the skills and traits of the sales professionals using these resources and practicing these skills, and then surrounding them with a structured approach to coaching through every step of the sales process.

High-growth companies not only denote a high return on investment in a CRM and a selling system in the top 20 percent of the industry, but a strong training program on deal strategies that is combined with highly skilled sellers who create a strategic advantage for the organization.

Low- to no-growth organizations reported one or two of these components, but not all five as strengths across the sales force. The combination of these factors is critical to accelerated business growth and, in today's market, simply surviving as an organization.

When applied, this research could save and strengthen organizations that might experience a more detrimental outcome without this knowledge.

Selling Power CEO Gerhard Gschwandtner says his company's research team, which has conducted hundreds of studies over the past four decades, found the results of AuctusIQ research "stunning."

"Savvy sales leaders are preparing now to boost growth in Q3 and Q4 as we stabilize and recover from Q1 and Q2 dips," says Gschwandtner. "This report contains highly valuable data that should be used as a road map for future success."

Troy Kanter, co-founder and CEO of AuctusIQ, adds that every organization is focused on how to achieve growth and transformation right now.

"The most common mistake executives make is to throw money at it—race to fill open territories or double down on activities that don't necessarily lead to increased win rates," he says. "Many times, this just adds to the expense and the challenge rather than solving it. If you really want to drive cost-effective growth, especially during a time of down economy, you need to understand your talent, coaching, and deal intelligence. You must have a solid system in place that provides value across your people and your processes. High-growth organizations are able to apply these five best practices effectively because they understand the elements of talent, leadership, and deal strategy."

LIVE WEBINAR ON MAY 5: "Growing Business in a Challenging Market"

Gschwandtner and Kanter, along with Courtney McCashland, AuctusIQ co-founder and chief science officer, will address the findings of the report in a live Webinar, "Growing Business in a Challenging Market," on Tuesday, May 5, at 2pm Eastern Standard Time. Register for the Webinar at https://bit.ly/2XC97fW.

ABOUT THE METHODOLOGY: The study tested 20 growth predictors culled from 25 years of empirical sales force studies conducted by AuctusIQ research scientists across hundreds of sales organizations and thousands of sales teams. AuctusIQ researchers narrowed their investigation to factors with a long, empirical history of linkage to growth.

ABOUT THE RESPONDENTS: The respondent pool spanned three categories: small businesses (defined as under $250 million annual revenue), medium-size businesses (between $250 million and $1 billion annual revenue), and enterprise organizations (over $1 billion in annual revenue). Researchers divided respondents into four growth categories based on annualized growth over three years: no growth (six respondents), 1-15 percent growth (85), 16-30 percent growth (26), and 30-plus percent growth (10). They analyzed each growth segment against the 20 growth predictors and, through regression analysis, sought to identify some of the causal relationships underlying the data.

About AuctusIQ
AuctusIQ is a sales growth acceleration system that applies winning methods and practices to sales organizations through performance-based analytics. The AuctusIQ platform delivers three core solutions to focus sales talent on high-impact activities scientifically proven to accelerate growth. Since its inception, the company has empowered large global firms to double close rates and minimize the cost of customer acquisition, among other things. For more information about AuctusIQ visit https://www.auctusiq.com.

About Selling Power
In addition to Selling Power, the leading digital magazine for sales managers and sales VPs since 1981, Personal Selling Power, Inc., produces the Sales Management Digest and Daily Boost of Positivity online newsletters (https://www.sellingpower.com/newsletters), as well as a series of five-minute videos featuring interviews with top executives. Selling Power is a regular media sponsor of the Sales 3.0 Conference (http://www.sales30conf.com), which is attended by a total of more than 1,000 sales leaders each year.

SOURCE Selling Power

Related Links

https://www.sellingpower.com

Modal title

Contact PRWeb

  • 11AM ET Sunday – 8PM ET Friday
  • Contact Us

About PRWeb

  • About PRWeb
  • Partners
  • Partnership Programs
  • Editorial Guidelines
  • Resources

Why PRWeb

  • Why PRWeb
  • How It Works
  • Who Uses It
  • Pricing

Accounts

  • Create a Free Account
  • Log in
  • Contact Us

Do not sell or share my personal information:

  • Submit via [email protected] 
  • Call Privacy toll-free: 877-297-8921

Contact Cision

Products

About

My Services
  • All News Releases
  • Online Member Center
  • ProfNet
Cision Distribution Helpline
888-776-0942
  • Legal
  • Site Map
  • RSS
  • Cookie Settings
Copyright © 2025 Cision US Inc.