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May 19, 2015

The Warrior

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

Blogs & guidebooks

April 29, 2015

3 Ways to Prevent Zombies in the Middle of the Funnel

Flawed thinking has it that there’s nothing important or exciting about the “middle.”  Just ask Jan Brady or any nose tackle on a defensive line.  But the middle of your sales funnel is really important – opportunities have to be watched and decisions made based on status and progress.  Which ones will make it?  Which ones will fall out? What’s my next step?  The decisions we make on opportunities in the middle of the pipeline will prevent surprises later and will help us to put the right resources on the right deals at the right time.  If we don’t make the right decisions, or worse, neglect these deals, it usually results in fallout, or what I call “zombie” deals that linger around cluttering up the pipeline. These zombie deals steal time away from us on thought process, manager conversations and important resources.  If we do go about it the right way though, more closes, faster cycles and accurate forecasts happen. ...

Ideal Customer Profile, Sales, TopOPPS, CRM, Sales Executives, Blogs & guidebooks, Sales Funnel, Sales Pipelines

April 10, 2015

BANT Doesn't Work

Remember BANT, that old way to qualify deals where we find Budget, Authority, Need, and Timeline? Well guess what? It just doesn’t work anymore for SaaS sales. Here’s the reason why: ...

BANT, Innovative Selling, Saas, Sales, Sales Representatives, SalesHacking, Blogs & guidebooks

February 20, 2015

What is a Sales Process?

This may seem like a silly question - everyone knows what a sales process is, right? ...

Management, Sales, Sales Forecasts, CRM, Sales Executives, Blogs & guidebooks, Sales Process, Sales Tools

February 19, 2015

Grading Sales Opportunities for Predictable Sales

What information can you extract from your sales forecast or sales pipeline? Does it help management understand which deals will close? Can management and the sales team rely on it? How confident does management feel when they discuss with senior management or the board about deals that are closing? ...

Sales Executives, Blogs & guidebooks

January 28, 2015

Sharing Your Sales Process for Better Results

Usually when I hear the word “share”, it’s in a positive connotation and it’s in a sentence declaring something we should do. “We should share” is something we’ve heard since we were kids.  So, what if we completely shared our sales process with our prospects and existing customers that we have opportunities with? Could it be that we could engage more, drive deals quicker and be more predictive of which will close as a result? ...

Sales Executives, Blogs & guidebooks

October 8, 2014

Defining Your Sales Milestones

In today’s technology industry, business-to-business decisions are rarely made by one person. The typical buying decision cycle is overly democratized with input from the following personnel: ...

Blogs & guidebooks

September 12, 2014

Your Sales Forecast Is In Trouble...But You Can Save It

The search for the perfect balance between what your sales people say and what the data in your CRM reflects reminds me of reading about Ponce de Leon’s 16th century search for the Fountain of Youth. Expeditions were provisioned and  ships set sail for the new world, but despite great effort and expense, the fountain remained elusive and ultimately undiscovered. ...

Happy Ears, Pipeline Optimization, Sales, sales executive, Sales Forecasts, Sales Rep, Sales Representatives, Webinars & events, CRM, Sales Executives, Blogs & guidebooks, Sales Pipelines, Sales Process, Sandbagging

June 5, 2014

Recipe for an Accelerated Sales Pipeline (Part 3 of a 3 Part Series)

Overview In the previous two blogs of this three part series, we talked about the importance of aligning the objectives and roles of sales management, sales representatives and sales operations in order to meet the aggressive sales targets set by the Board of Directors and CEO.  The third and final part of this blog series talks about sales operations’ role and the solution they need to implement for ensuring an efficient and effective sales process. ...

Blogs & guidebooks, Sales Operations

June 4, 2014

Recipe for an Accelerated Pipeline, Sales Representatives' and Sales Operations' Roles (Part 2 of a 3 Part Series)

Overview In the previous post of this three-part series, we talked about the importance of sales management’s role in optimizing the pipeline.  This second part of the series talks about the impact of various roles of a sales team in the creation of an accelerated pipeline.  We will specifically look at the focus areas of sales representatives and sales operations and how they should interact. ...

Sales Representatives, Blogs & guidebooks

May 21, 2014

Thoughts On Pipeline - a VP of Sales Perspective

I have spent a fair number of years with the title “VP of Sales” on my business card for companies big, small and in-between as well as consulting and coaching others who make their living in sales.  Throughout the whole time, my close and constant companion has, and always will be, my pipeline report.  I have nurtured, cajoled, played puts and takes, adds and takeaways, backfill and upside with the deals in my pipe while always having a list of my key deals.  In other words, those deals that can get me to or above target.  Late one quarter, in a particularly anxious time, I confess to putting my list under the pillow when I went to sleep.   As I said, we are close, and that is never a bad thing to be with your pipeline.  This is how you become well acquainted with the opportunities that will get you to plan. ...

Sales Executives, Blogs & guidebooks

May 5, 2014

Sales Ops: The Invisible Hero

Congratulations! Your sales quotas were hit and sales are higher than projected! ...

Blogs & guidebooks, Sales Operations

April 22, 2014

The Value of Target Verticals and Buyer Personas by Richard Harris

The Value of Target Verticals and Buyer Personas ...

Blogs & guidebooks

April 16, 2014

Sales Process Best Practices Part: 2

Stage Naming  Convention This is often the part of a sales process that seems simple but often confuses people.  For example is the stage called “Qualified” or “Qualifying”? Qualified – Means something has already happened. Qualifying - Means you are still going through the process. Following the above concept take a look at the two different sales process naming conventions: ...

Blogs & guidebooks, Sales Operations

April 10, 2014

Sales Process Best Practices Part: 1

Defining a Sales Process “It’s time for your pipeline meeting 1:1 with your manager!” Guess what? Sales managers and sales people hate this equally. It is truly the fingernails on a chalkboard to both parties. It is still a manual, deal by deal discussion between management and sales teams to get a real number. Managers think sales reps are too conservative and sales people think managers over extend them. We are constantly surrounded by this new technology that often does make the sales job easier yet the one thing almost everyone still struggles with is forecasting. ...

Blogs & guidebooks, Sales Operations

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