Insights

Smarter Selling

Insights that accelerate your sales performance

sales process

The Top 4 CRM Pitfalls and How to Avoid Them

Many companies struggle to drive CRM adoption. Read more to learn the typical reasons for failed CRM implementations and ways to prevent it.

sales leadership

Setting Sales Priorities in a Fast-Changing World

In an increasingly unpredictable market, a well-structured longer-term plan and investment roadmap are critical for managing sales teams successfully.

Sales Leadership

sales leadership

Sales Leaders, Did You Make the Right Decision?

We share perspectives on how sales leaders should balance data and other considerations when making decisions for their business.

sales leader

A Sales Leader’s First 90 Days: Preparing for Day One

Part of our First 90 Days series will help sales leaders cut down on the initial chaos that comes with a new sales leadership role.

sales leader

The First 90 Days for a Sales Leader: A Guide to Success

What should be a Sales Leader's priorities be in The First 90 Days in a new role? We share elements of a First 90 Days Guide for a long-term sales strategy.

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.

Sales Coaching

Sales Training

Leadership Counts DURING Training, Too!

Sales leaders possess an incredible power to positively influence teams during sales training events.

Value Selling

Sales Messaging

Show... Then Tell (with Win Themes)

Win themes require more depth and creativity than a value proposition but can be extremely valuable in “showing” your value rather than merely stating it.

sales coaching

Talking to Your Sales Team: Do it More Often, Starting Now

Sales teams under stress require frequent communication. This can be challenging for sales leaders. Here are ideas for regular cadence calls.

Sales Statistics

Sales Enablement

21 Mind-Blowing Stats | COVID Edition

Whether you're a sales rookie or a veteran, these 21 stats on cold calling, social selling & sales training will inspire you to improve the way you sell.

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?

Sales Strategy

'Transforming' vs. 'Tweaking' Your Sales Force

Many sales training companies use the word “transformation” when they’re only talking about tweaking the existing organization.

sales leadership

Why Newly Promoted Sales Leaders Rise to Their Level of Incompetence

The best sales representatives won’t make the best leaders. This is known as The Peter Principle. Here are the dynamics and ways around it in B2B sales.

Sales Enablement

The Big (Data) Obstacle that Sales Organizations Must Overcome

“Data-driven decision making” continues to be a hot topic. Why do so many sales organizations struggle to fully optimize the full potential of the data?

Sales Leadership

sales coaching

Boosting Sales Coaching: 3 Techniques to Reinforce Selling Skills

Sales leaders have a great capacity to reinforce fundamental selling skills in their teams, but day-to-day demands get in the way.

Zoom Meeting

Sales Enablement

What Your Virtual Sales Meetings are Missing

Virtual meetings were hard in ‘normal’ times. Leading sales teams are raising the bar, turning remote meetings into differentiated sales experiences.

sales process

7 Steps to Sales Force Transformation: Building for the Future

Over the next 10 years, your vision for the sales organization will be crucial.

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.

Sales Enablement

The Sales Transformation Dilemma – To Tweak or To Transform?

Does your sales force need a transformation? We provide key considerations and sales force assessment to help answer this for your organization.

Sales Enablement

Sales Enablement

How to Navigate Today's Buying Dynamics

Today's organizational decision-making has dramatically changed. Learn more about the new buyer reality and how your reps should respond to close deals.