Never Confuse Activity with Winning: The 12 Most Costly Sales Strategy Mistakes

by Rick Page, Founder & CEO, The Complex Sale, Inc.

Research shows that less than half of all forecasted opportunities will close. A recent survey by CSO Insights found that 23.6% of forecasted deals are typically lost to no decision and another 30% are lost to the competition.

The good news is that there is something sales managers can do to improve these statistics if they work more closely with salespeople to impact win rates early enough in the process. Organizations with consistent coaching practices experience 10-15% better win rates than those that don’t. But if coaching yields such big returns, why aren’t most sales managers doing it more often? It needs to be a habit, a discipline.
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12 Reasons Why Solution Selling Is No Longer Enough

by Rick Page, Founder & CEO, The Complex Sale, Inc.

The greatest expense in any company is lost sales. We don't realize it because it never hit our books - it hits the other guy's books. If you had to write off lost sales they would become visible and your CFO, CEO, and the analysts will be clamoring for better hiring and sales training.
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2012 Sales Kick-Off Meetings: Need a Speaker?

If you are planning your 2012 sales kickoff event, please consider speeches from Rick Page, CEO of The Complex Sale and Peter Bourke, VP & Senior Principal at The Complex Sale.

Rick delivers in a fast-paced, humorous style with many real-world illustrations and one-liners that help the audience retain the message and relate it to their everyday challenges. Your audience will find Rick both informative and entertaining.
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Peter’s presentation will challenge your team’s paradigms, educate them on the do’s and dont’s, and encourage them to learn from his invaluable lessons – from the school of hard knocks and real-life client pursuits and engagements.
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CSO Insights has Launched the 2012 Sales Performance Study

How can sales management and sales reps improve win rates and hit quotas looking ahead to 2012?

To help answer these questions, CSO Insights has launched its 18th annual Sales Performance Optimization study, and would like to invite you to participate in the research effort.

For your contribution, you will receive:

• The full 2012 Sales Performance Optimization report when it is published in February 2012
• The ability to immediately download CSO Insights' most recent Sales Management eBook upon completing the survey 

Thought Leadership from The Complex Sale

Have you taken a look at the Thought Leadership section of our website lately? It is an invaluable resource filled with eBooks, newsletters, and articles. You can also find more information or Rick Page’s #1 Sales Bestseller, Hope is Not a Strategy and Make Winning a Habit. Let us help you win the deals you can’t afford to lose today!