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What are the top challenges sales enablement and sales leaders face today? What are their top priorities?

Which are most difficult to tackle? How should they be tackled?

To find out, we asked 423 sales, enablement, and company leaders these questions.

This report contains our findings, including 3 initiatives that will help sales and enablement leaders address their challenges and achieve their priorities.

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If you've participated in a negotiation as a buyer or seller, we need your help!

The RAIN Group Center for Sales Research is conducting a study to identify what works and what doesn't in business-to-business (B2B) negotiations to buy and sell goods and services.

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Want to succeed in sales?

Need a little extra motivation?

Looking for inspiration and best practices?

You're in luck.

We've compiled 54 of our favorite sales quotes from RAIN Group's best-selling books, research reports, white papers, and award-winning blog that will inspire you and your sales team to reach top performance.

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Fitness centers are packed in January—everyone's motivated to lose those holiday pounds. Then, a month later, the place clears out.

What happened? Where did everyone go?

I can tell you: their motivation crashed and burned. There one month, gone the next.

Is it gone forever? Thankfully, no.

What happens, though, is that most people wait for motivation. They don't do what they can do, at any time, to bring it forth.

They don't do what they can do to manufacture their own motivation.

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While there are many definitions of motivation, I like Business Dictionary's best:

mo·ti·va·tion
/,mōdә΄vāSH(ә)n/ • noun

Internal and external factors that stimulate desire and energy in people to be continually interested and committed to a job, role or subject, or to make an effort to attain a goal.


Let's break it down.

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There's abundant advice on how to be more productive. Endless hacks, tips, motivational quotes, trainings, apps, and tools all promising to increase your productivity.

It's enough to make your head spin. It definitely made our heads spin over the years as we tried to help our clients increase execution and accountability after training programs. So, we asked the question, "What actually helps people be more productive?"

To find out what really makes a difference in productivity, we studied and analyzed the work habits of 2,377 business people, performing a statistical test called a key driver analysis.

A key driver analysis seeks to discover and demonstrate whether a factor (the key driver) causes a particular outcome. For this study, we analyzed work habits and behaviors to determine whether or not they impact the outcome of productivity (as well as performance, happiness, and job satisfaction).

When you run an analysis like this, sometimes you find something, sometimes not.

We certainly found something this time around. In fact, we found that 12 of the behaviors we studied were key drivers of Extreme Productivity.

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This RAIN Group Article was originally published on the InsideSales Blog.

Asking incisive sales questions is essential for success.

The questions you ask help you uncover buyer needs and desires, connect with buyers, and demonstrate your expertise.

By asking questions, you can discover the buyer's buying process, learn about the key decision makers involved, and qualify the opportunity. Questions allow you to ensure that you and the buyer are on the same page.

A lot of sellers do too much talking and presenting, and when they do ask the buyer questions, it's the same old "What keeps you up at night?" clichés.

Asking your buyer the right questions not only provides you with a treasure trove of important information, but it can also differentiate you from the sea of sellers vying for the buyer's attention.

To help you make the most out of your meetings, we've outlined different types of questions you can ask and why they're important to use in your sales conversations.

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We need your help.

The RAIN Group Center for Sales Research is conducting a short survey to identify top sales challenges and priorities of sales enablement, leadership, and professionals.

The survey should take 5 to 10 minutes to complete. As a thank you for participating in this research, we'll send you the results when analysis is complete.

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Something new vies for your attention every few minutes: emails, text messages, collaboration tools, phone calls, co-workers, meetings, customers, and the list goes on. The result? Productivity suffers.

But with discipline and preparation, you can defeat these productivity dragons.

We know it's possible because we recently surveyed 2,377 professionals to find out which habits and hacks, when applied in different combinations, drive not only productivity, but also top performance versus peers, job satisfaction, and happiness. With only 14% of people rating themselves Extremely Productive (The XP), there's a huge opportunity for 86% of people to take control of their time, achieve top performance, and slay their productivity-killing dragons.

This infographic teaches you how to take advantage of that opportunity.

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Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.

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