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In the latest Sales Mastery study published by Sandler, researchers Barry Trailer and Jim Dickie uncover insights into sales performance across hundreds of organizations.

In the 2022 Sales Mastery study, researchers Barry Trailer and Jim Dickie examine the latest in sales challenges. Their findings uncover actionable solutions any organization can implement to improve processes and up success rates.

As part of the SPS study, we integrated many of the questions asked in the previous AI-for-Sales studies. This year we found that 16% of the firms surveyed reported they have implemented/are implementing some AI capabilities into their sales tech stack.

With deals won reaching 51%, the highest recorded rate as reported by the 2022 Sales Performance Scorecard by Sales Mastery, it is clear many organizations are tapping into a secret weapon in performance improvement. So, wherein lies the secret? Sales Mastery researchers Barry Trailer and Jim Dickie determine several strategies to improve your probability of winning by meeting challenges head-on with a formal approach.

This article focuses on the stages of the buyer’s journey that matter most to salespeople- Engagement, Consideration, Decision, and Advocacy. We must meet buyers wherever they are in this journey and not where we have traditionally started our own process.

How often do you debrief each of your teams' calls together? Not just the big ones, but every one.

The biggest thing that great leaders do during tough times is maintaining a positive attitude while focusing on growth. They also practice radical transparency with their team and invest in their people, even when resources are tight.

Goals and plans without action are just words on a page. But where should we start? What action will you need to unlock that will really drive personal performance? What’s the most important behavior that will help you hit your goals? When you really think about it, goals are created to establish new habits, and habits are ingrained behaviors.

Technology has changed the sales process, and in this podcast, you’ll learn how to use it to your advantage.