Internally, you are familiar with the Expected Close Date (sometimes simply referred to as Close Date) that sales reps keep updated. Sometimes a sales team can have difficulty keeping these dates accurate; perhaps simply because of the volume of deals occurring, or because predicting the future is hard! ...

Working with sales leaders who struggle with understanding the true state of the deals in their pipeline is an every day occurrence for my team and I.  Many rely on information from their sales reps through phone calls, emails and meetings to gage how individual deals are progressing along combined with hours of digging through CRM data. ...

TopOPPS' forecasting methodology has a singular, core belief: People are different, and there is no one-size fits all.  We can stop flying blind through the quarter if our forecasts worked for each rep.  ...

The world's filled with sales advice. Some great, some harmful, mostly outdated or 'nice'. ...

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  When I train sales manager to use TopOPPS, many want to focus on how to use TopOPPS for their one-on-one meeting with their sales reps.  It’s my experience that sales managers fall into two general camps when it comes to prepping for their one-on-ones: managers will spend time in their CRM gathering data or managers will not prep for their meetings and “wing it”.The first group will spend time in multiple CRM reports to get a better understanding of how their rep is performing while the second group will learn how their rep is performing only in their meeting. ...

A modern approach to consistency in the sales process. A sure-fire method to extend the sales cycle, add confusion to the forecast, and lose more deals is to have an inconsistent sales process. ...

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Dreamforce continues to get bigger and more complicated every year. Like most attendees, I love jumping from event to event while absorbing as much information from sessions, keynotes and vendors as possible. ...

Yesware is an excellent tool that allows a sales rep to track email sends, replies, and opens automatically within Salesforce. ...

The TopOPPS Dashboard tells the complete story of your current pipeline. Will I hit my number? The dashboard is used to show if we are going to hit our number - and if not, options to fill the gap. ...

Want to get to the next step? Of course, you do. You know that if there is no next step there is no opportunity. ...

You asked for 15 minutes on your prospect’s calendar thousands of times through emails. You cold called into hundreds of accounts asking for 15 minutes as well. ...

Check Out All of the Excitement from DRIVE 2015! ...

Step 1: Coaching on Sales Techniques and Process ...

Step 1: Coaching on Sales Techniques & Process ...

Thank you for sharing an awesome evening with us and making the inaugural DRIVE event an absolute success. There is not a more appropriate place than the Museum of American Finance to host an event on discovering ways to close more deals and grow your sales. ...

Step 1: Coaching on Sales Techniques & Process ...

I’d have to say I agree with 99.9% of the insights in Matthew Dixon & Brent Adamson’s book, “The Challenger”, but not all of it. ...

Cold calling, lead hunting and everything else that goes into sales development should be easy, right? ...