Unlike other research companies who look into sales trends and buying habits, we look deeply into the sales knowledge levels and behaviors of people with sales responsibility.  We analyze what works and what does not work and why.  Our initial sales research overview is a perfect presentation for sales kick-off meetings. Or, the reserach can be easily customized for your company to create an incredible awakening within the selling team for what works and what does not work and most importantly, why.

We have actually found that their are six specific sales skill sets involved in effectively selling complex products or services.  Interestingly, very seldom do people with sales responsibility excel in more than two of the categories.  This naturally creates an over reliance on behaviors that might be good, but when taken to an extreme can be harmful to not only the person with sales responsibility, but the company as well.

In fact, in large partner led organizations, a lack of certain skill sets (of the six) can actually cause a decline in revenue performance for other partners due to high levels of sales inefficiency and over reliance on relationships.

We also conduct specific sales research for our clients through our Beacon Research division which is a wholly owned subsidiary of Beacon Worldwide.  To learn more about our client specific research services please contact us.

Otherwise, if you are interested in having us provide a sales kick-off speaker or learning more about our research and how it might apply to your organization please feel free to contact us.