Insights

Smarter Selling

Insights that accelerate your sales performance

Sales Strategy

MEDDPICC: The CRO's Secret Weapon in Uncertain Markets

Here's how to ensure MEDDPICC becomes a cornerstone of your sales team, not just a check list.

Inspecting and reviewing deals with MEDDPICC

Sales Strategy

MEDDPICC: 3 Things You’re Not Doing That are Must-Haves

Sales organizations are turning towards smarter inspection to navigate a disruptive sales environment. The best are customizing MEDDPICC to drive results.

MEDDPICC isn't a checklist

Sales Strategy

MEDDPICC: Beyond the Checklist

MEDDPICC is much more than a checklist. See how to super-charge deal qualification and strategy the right way.

sales compensation, sales performance

sales compensation

SaaS Companies are Revamping Sales Comp: Here's How

SaaS companies face changing sales compensation trends. We teamed up with SPIFF to discuss new sales comp policies and practices that drive performance.

SPIFF

sales compensation

How to Use SPIFFs to Motivate Sales & Drive Revenue

Revenue leaders look for mid-year opportunities for re-energizing sales teams with special incentives and SPIFFS can be a flexible tool for you.

State of Field Sales

Brevet Research

State of Field Sales 2021

Top sales organizations are reassessing and innovating every aspect of their field-based sales teams. How is your organization changing?

sales compensation

New Research: 2020 Sales Compensation Policies & Practices

Brevet and Spiff are launching the 2020 Sales Compensation Survey. Your plan’s policies can have a huge impact on the performance of your sales team.

State of Field Sales Survey

Brevet Research

State of Field Sales Survey

Top sales organizations are reassessing and innovating every aspect of their field-based sales teams. How did your sales team adapt to the change?

More Effective Discovery Conversations

Sales Enablement

Now is the Time to Rediscover Your Customers

The market is shifting. Projects are moving forward. Learn how to enable your sales team to take advantage of these changes.

CRO Needs in Uncertain Times

sales leadership

Guiding Your Sales Team During COVID-19: What Every CRO Needs to Know

Out of periods of uncertainty, there will be winners and losers. Some sales teams will embrace uncertainty and crush their number. Others will be crushed.

Sales Enablement Strategy

Sales Enablement

The Most Impactful Sales Enablement Action You’re Not Taking

Your sales reps’ biggest enemy is time. A typical week for a rep includes many time burdens, yes – even sales enablement programs.

Sales Support

Sales Training

Sales Team Support: How to Support Your Teams During a Slowdown

This is a year of maximum risk and uncertainty. Your sales team needs the support to be able to navigate and help their customers through this period.

sales kickoff

The Agenda Item Missing from Your Sales Kick Off (SKO)

A great SKO can set your team up for success. Unfortunately, too many Sales Kick-Offs don't include the critical skills modern sellers need to win.

Advanced Sales Training

Advanced Sales Training: Rethink Your Team Skills to Win

Your team needs a different type of training. A new model of advanced sales training will turn your reps into elite athletes who win with today's buyers.

Advanced Sales Training

Sales Methodology Defined: Buy or Build?

The idea of “sales methodology” has been around for years. Vendors apply the term to their program. Is it better to go off-the-shelf or build your own?

Sales Messaging

The Real Reason Your Reps Don’t Use Your Sales Playbooks

Millions of dollars and countless hours have been spent on sales playbooks. But most end up unused or forgotten. We know why and how to fix the issue.

Handling pricing issues

sales methodology

Stop Fumbling the Pricing Conversation

Being asked for a 'ballpark price' too early in the sales process is one of the hardest challenges reps face. Every option a rep faces comes with risks.

sales compensation strategies

Strategic Sales Comp

Unlock Your Sales Strategy with A Sales Compensation Plan

A sales compensation plan is a great way to bring clarity to a sales strategy, especially a potentially cloudy and undefined one. Learn more.

Sales Messaging

Build a Sales Experience that Differentiates

What’s it like to buy from a great sales rep? Winning sales teams are focusing on differentiating their sales experience, or SX. But what does that mean?

c-suite selling

Why Your Sellers Aren’t Having Business Conversations

Too many sales reps can’t have business conversations, and it’s impacting win rates and deal sizes. Modern selling starts by elevating the sales dialogue.