Three weeks to go – three weeks to share your insights and to receive research in return – immediately after taking the survey and with first-access to the results in Q1/2015.
For us at the MHI Research Institute, we begin with giving and sharing our findings from the 2014 MHI Sales Best Practices Study. In my last post featuring the study, I discussed a framework of world-class sales performance, consisting of three organizational attributes and three connected individual behaviors, each pair connected by a cultural component.
Today, let’s take a deeper look at one of the individual behaviors – providing perspective. What it is and how it works – that was the core topic of Top Sales World Magazine’s cover story, Oct 28.
Dr. Jonathan Farrington, CEO of Top Sales World, interviewed me and we discussed the defining difference of world-class sales performance. This defining difference, according to our research at the MHI Research Institute, is based on the combination of the organizational attributes and the individual behaviors. Learn more about this framework here. But there is one behavior that plays a special role when it comes to how you connect and engage with your prospects and customers. And that’s providing perspective. Please download your exclusive copy of last week’s Top Sales Magazine’s interview and learn more about providing perspective as a customer-core based engagement and messaging principle. Dr. Farrington also asked me what the success factors for providing perspective are. Read more about the relevance of coaching, value messaging and collaboration as part of a successful providing perspective approach.
From giving to receiving – this is where we ask you for your help!
The 2015 MHI Sales Best Practices Study is still open until end of November. We kindly ask you to take some time to take this survey. We need your data and insights now to complete this state-of-the-art research early in 2015. Participants will have first access to the results.
The MHI Sales Best Practices Study, now in its 12th year, is the world’s largest survey for complex B2B sales, covering all regions and many different industries and roles in sales. In case this is important to you, this is NOT an MHI client study. Less than thirty percent of all past participants have been clients.
What you can expect from the study as a participant:
- Timely business intelligence—exclusive, first access to the full study results when they’re published in Q1 2015
- A complimentary report from the MHI Research Institute, Perspectives on Productivity: The Next Level of Transparency
- Entry into a drawing for a World-Class Sales Performance Gap Analysis – an opportunity to take advantage of a service provided by the Institute’s research analysts that compares the participant’s organizational behaviors to those of World-Class Sales Performers as identified in this study.
Click here to get to the study – it’s open until Nov 30, 2014.