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November 21, 2020

Best Practices for B2B Sales - Sales Rep Coaching-Performance Reviews

This is a continuation of the previous two blogs on sales rep coaching.  This blog focuses on reviewing the sales rep’s overall performance in a one-on-one.  In a series of weekly one-on-one meetings this topic typically comes up once every four weeks.   ...

sales management, AI for Sales, best practices, sales best practices, Sales coaching, Sales One-On-Ones

October 30, 2020

Best Practices for B2B Sales - Weekly Pipeline/Opportunity Review

This is a continuation of the previous blog on sales rep coaching.  The prior blog reviewed how sales rep coaching fits within the sales management process and outlined best practices related to “call coaching”, one aspect of sales rep coaching.  This blog focuses another aspect of sales rep coaching --  sales pipeline reviews and detail opportunity reviews.  The next blog will focus on the third aspect of sales rep coaching, sales rep performance one-on-ones.   ...

sales management, Sales Process, Sales Pipeline Management, AI for Sales, automated sales rep coaching, sales best practices, Sales coaching

October 16, 2020

Best Practices for B2B Sales - Sales Rep Coaching and One-on-Ones

Sales rep coaching and sales manager/sales rep one-on-ones are the catalyst for sales optimization and sales growth. They are also the tool for increasing the sales rep proficiency and converting C and B quality sales reps to B and A players.  Some supporting research from CSO Insights reveals a correlation between quota attainment and coaching.  The study found the better the sales manager coaching the higher quota attainment.   ...

Sales Executives, Sales Tools, AI for Sales, sales best practices, Sales coaching, Sales One-On-Ones

August 26, 2020

Best Practices for B2B Sales - Sales Management Process

The next four blog posts will focus on the sales management process.  This is the overarching sales processes between sales leadership and sales managers, sales managers and sales reps and sales operations with sales leadership, sales management and sales reps.  These processes align the different sales groups towards the same goals. This is the fourth category of blog series Best Practices for B2B Sales Pipeline and Forecast Management based on the original blog post for this best practice series started on January 21st. ...

sales management, AI for Sales, sales best practices

August 11, 2020

Best Practices for B2B Sales - Always Know the Next Step

The most important step in any sales process is the NEXT step.   It is a hurdle that must be cleared to give you the right to move to the “NEXT, NEXT” step.  The next step is not granted, but earned by successful completion of the current step.  The next step has to be set up with the buyer as you finish out the current step.  ...

AI for Sales, Guided Selling, sales best practices, Sales Pipeline Visibility, sales opportunity management

August 4, 2020

Best Practices for B2B Sales - Guided Selling

Guided selling is the process of prescribing optimal sales execution steps to the sales reps to enforce a consistent and efficient sales process. The tasks and process are based on sales patterns of past close-won, and close-lost opportunities. Dynamic guided selling is the automated collection of prospect interactions and seller activities with the application of artificial intelligence and pattern matching to prescribe optimal buyer role based sales execution steps  and coaching ...

AI for Sales, Guided Selling, sales best practices, sales milestones

June 29, 2020

Best Practices for B2B Sales-Pipeline Monitoring & Closing Deals

This blog provides more details into the final two of the six tactical best practices outlined in the blog “Best Practices for B2B Sales - Sales Pipeline”.  It focuses on: Monitor the sales pipeline from different perspectives depending on the users role (sales rep, sales management, sales opperations, sales leadership) Focus on closing the best leads, nurturing the new leads and “close loss” opportunities as soon as possible Monitor the pipeline from different perspectives  The sales pipeline is the beating heart of the sales process and the revenue engine. ...

Sales Pipeline Management, AI for Sales, sales best practices, Sales Pipeline Visibility

June 17, 2020

Best Practices for B2B Sales - Proactive Follow Up & Content Delivery

This blog provides more details into the next two of the six tactical best practices outlined in the blog “Best Practices for B2B Sales - Sales Pipeline”.  It focuses on: Proactive follow up on opportunities in the sales pipeline Proactive delivery of the right sales content and insights to members of the buying team and guidance to the sales team It may feel like these two best practices could be consolidated into one called proactive selling. Both could be handled via alerting and prompting solutions or optimized with a process we call “Alerts Requiring Action”.    However, there are subtle differences between the two that make a big impact on sales.  ...

AI for Sales, Guided Selling, guide winning behaviors, sales best practices, Sales Pipeline Visibility

May 15, 2020

Best Practices For B2B Sales-Sales Pipeline Data & Process Improvement

This blog reviews best practices related to two of the six tactical best practices outlined in the previous blog “Best Practices for B2B Sales - Sales Pipeline”.  It focuses on: The ability to easily update the sales pipeline on a regular basis Sales process review and improvement An accurate sales forecast requires an accurate, timely and always up-to-data sales pipeline.  This data includes up-to-date: sales activity and buyer/seller interactions; buying team members and roles; opportunity descriptors and attributes; and company descriptors and attributes, in the CRM.  It also includes integrated reporting from the CRM to produce the sales pipeline, porting CRM information to Excel is not an option. ...

Pipeline Optimization, Sales Pipeline Management, AI for Sales, sales best practices

April 14, 2020

Avoiding A Horrific June Sales Quarter: Sales Pipeline in Crisis

Our current economic climate feels all too similar to the great recession of 2008.  We knew the story back then, “Work harder and sell less.” That is all we could do, we didn’t have the technology to help mitigate the impact of the great recession by better sales pipeline visibility and better cost control by understanding what is “real” in our sales pipeline. This time around we will have to work just as hard, but if we work smarter with the help of technology we could even the playing field and even sell a bit more. ...

Sales Pipeline Management, AI for Sales, Sales Pipeline Visibility

March 23, 2020

Tactical Best Practices for B2B Sales-Company Attributes

This blog reviews the tactical best practices for collecting information about accounts [companies] where you have sales opportunities or are targeting for a sales opportunity.     This blog is the fifth blog in the series “Best Practices for B2B Sales”.  The first blog organized the best practices along five key areas. The second blog divided up the first area, data access, into four key areas.  This blog focuses on the last area of data access and collection. ...

Artificial Intelligence, AI for Sales, best practices

March 9, 2020

Best Practices for B2B Sales-Opportunity Attributes & Buyer Team Tracking

This blog reviews the tactical best practices for collecting information about a sales opportunity [opportunity attributes] and information about buying team members and roles.  Much of the information about the sales opportunity is not available electronically. The objective is to make it as easy as possible for the sales rep to enter it and provide benefit to the sales rep by presenting it in an intuitive manner to keep both sales reps and sales management up to date on the opportunity. ...

Artificial Intelligence, AI for Sales, best practices

February 25, 2020

Tactical Best Practices for B2B Sales - Data Access-Sales Interactions

The typical situation we found many of our sales prospects in when they were considering our solution is: Sales reps don’t timely update their sales force automation platform Sales reps don’t have sufficient, timely and accurate information about their sales opportunities Sales Managers don’t have the data they needed to accurately forecast sales for the quarter or coach their direct reports on specific opportunities The end-of-quarter is a mad scramble and there is no visibility into the deals to focus on Forecast accuracy suffered ...

CRM, Sales Tools, AI for Sales, sales best practices

February 11, 2020

Introduction to Best Practices for B2B Sales - Data Access

With all the advances in sales technology and analytics, you would expect sales teams to have all the data they need about each sales opportunity to accurately forecast sales.  However, that isn’t the case.  Research by Bohanec, Kljajic Borstnar and Robnik-Sikonja in the study “Integration of machine learning insights into organizational learning, A case of B2B sales forecasting” found that: ...

Sales Rep, Artificial Intelligence, AI for Sales, best practices

January 21, 2020

Best Practices for B2B Sales Pipeline and Forecast Management

New year, new blog series!   The new blog series will focus on “Best Practices for B2B Sales Pipeline and Forecast Management”.   This covers a big area so this series could take most of 2020 to complete and its frequency will be more often than once a month.    The reason for this blog series is companies continue to rely on human intuition and instinct to produce sales forecasts.  They continue to spend significant time managing, manually reviewing and updating the sales forecast despite advances in sales technology. ...

Sales Pipeline Management, AI for Sales, Guided Selling, best practices

January 21, 2020

Brainshark and TopOPPS Form Partnership to Combine Sales Readiness with AI-Driven Sales Pipeline and Forecast Management

The Integrated Solutions Will Provide Deep Insights into Pipeline Activity and Forecasting - Enabling Targeted Learning that Elevates Sales Performance WALTHAM, Mass. and ST. LOUIS, Jan. 21, 2020 /PRNewswire/ -- Brainshark, Inc., the industry's only data-driven sales readiness platform, and TopOPPS, a leading provider of artificial intelligence (AI)-based sales pipeline management and forecast predictability solutions, today announced they have formed a strategic partnership. The partnership – which includes an integration of Brainshark and TopOPPS solutions – will empower sales organizations to deliver "in-the-moment" guidance that improves reps' skills at key points throughout the sales cycle. ...

AI for Sales, Sales Enablement, Guided Selling

August 16, 2019

AI For Sales - Business Examples

  The last seven blogs provide a business-case approach to infusing AI through the entire sales process.  One of the purposes of this blog series was to demystify AI by using AI for Sales as an  example.  Media tends to portray AI as a magic bullet.  Actual implementations show the less “black box” an AI solution is and the more “glass box” approach, the more utility it provides to the user.  The utility is created by uncovering the key drivers of an outcome and managing those drivers to increase results. ...

Sales Operations, Sales Tools, Sales Pipeline Management, AI for Sales

July 22, 2019

AI for Sales - Calculating the Sales Forecast

  I mentioned in my first blog on AI for Sales, when you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.  This is only partially correct.  While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process.   The last 6 blogs have walked through different AI use cases for each of the different areas supporting the sales process to build a foundation for applying AI to create a more accurate sales forecast.  With that background we are ready to review AI use cases for calculating different versions of the sales forecast. ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

June 5, 2019

AI for Sales - Sales Pipeline Management and Sales Rep Coaching

  This is the second of two blogs reviewing artificial intelligence use cases to support sales pipeline accuracy.    The first blog focused on artificial intelligence for guided selling. Guided selling is key to maintaining a realistic sales pipeline by ensuring that sales team rigor, discipline and process are consistent across all opportunities. This blog focuses on sales pipeline management and sales rep coaching.  It includes tools to help: ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales, automated sales rep coaching

April 16, 2019

AI for Sales - Guided Selling

  The next two blogs cover AI for the sales pipeline.  This blog focuses on AI for guided selling.  Guided selling is the process of prescribing optimal sales execution steps to the sales reps to enforce an efficient sales process.  The tasks and process are based on sales patterns of past close-won, and close-lost opportunities.  Guided selling is key to maintaining a realistic sales pipeline. ...

Artificial Intelligence, Sales Pipeline Management, AI for Sales, Sales Enablement

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