This blog focuses on the fourth part of the Sales Management Process, the quarterly business review[QBR].  These meetings are held at the beginning of each quarter and in lieu of the monthly sales strategy meeting discussed in the last blog.  These meetings are an integral part of the sales management cadence described by this blog series..  The QBR meetings are individual presentations by the sales rep.  Each rep is given 30 to 60 minutes to review their performance for the previous quarter and their game plan for the new quarter.  The previous quarter review should include a few opportunity postmortems of both close-won and close-lost opportunities.  The QBR meetings are usually done within the first two weeks of the new quarter and set the stage for hitting the current quarter goals.  ...

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.   ...

In my original blog in this series “Best Practices for B-2-B Sales,  I outlined five categories of best practices: The previous five blogs in this series, reviewed the best practices related to data.  The next three categories, Sales Process, Opportunity Management and Pipeline Analytics all are driven off of the sales pipeline. This blog introduces 6 different best practices related to the sales pipeline.  These best practices cut across all  three areas. ...

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 ...

  SiriusDecisions outlines “One Solution for Sales Superpowers”.  [Spoiler alert] - it is sales engagement.   If it is “the one solution” to supercharge your revenue engine, why isn’t it widely used?   Why isn’t it the most popular application in the “sales world”?  We will get back to that, but first lets make sure we are on the same page. Sales Engagement Defined  Sales engagement is defined as interactions that take place between the buyer and seller.  Sales engagement includes four core functions based on SiriusDecisions definition:  calling/dialing, email, calendarizing and reporting. ...

  The sales forecast is the linchpin of a company’s future.  If it is right and can be trusted the companies’ operations run smoother and its financial stability is more secure.  Typically this isn't easy.  The sales forecasting process is shared by the Chief Revenue Officer[CRO] and the Chief Financial Officer[CFO].  The challenge is both have different motivations on its accuracy and neither have a complete vision of its drivers or its accuracy.   When the forecasting process is trusted and transparent it relieves stress on both the CRO and the CFO.  This blog reviews how this can be accomplished.  ...

  In my previous blog I outlined 21 different sales technology categories for the Sales Application Stack .  These categories were consolidated from various industry analysts research. That blog highlighted the difference between data integration and application embedding and highlighted the benefits of application embedding and selecting software vendors who have strategic partnerships with other software providers in the CRM application space.   The concepts of application embedding needs to be expanded with the concept of “application in context”.  “Applications in context” is applications working “in context” with applications to solve a series of problems in a consistent and cohesive manner without derailing the users thought process. ...

  One of the things I like to track are stories I heard in kindergarten that persist through life.  The Emperor’s New Clothes is one of them.  I can’t tell you how many times I’ve been in meetings, listening to what is being discussed and ideas explored and wanted to yell out, “THE EMPEROR IS NAKED”. ...

  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. ...

  An accurate sales forecast requires a crystal clean sales pipeline.  A crystal clean sales pipeline requires a deep history on most buyer/seller interactions for each opportunity.  By having a deep history of these interactions you can apply AI to identify buyer patterns and better guide the sales process.   Unfortunately most sales organizations do not have enough information about each opportunity to apply AI to assist in the sales process. ...

  The topic of artificial intelligence [AI] for Marketing covers many different areas including content delivery, content generation, social media, personalizing emails, attribution, and optimizing lead gen, just to name a few.  This blog focuses on applying AI in the marketing funnel for optimizing lead gen and marketing attribution[MTA].  ...

  I had planned my blog “AI for Sales - In the Marketing Funnel” to be posted  before now.  It was a challenge writing it because I had to include terminology and background in Artificial Intelligence (AI), Machine Learning (ML), and Advanced Analytics, to set the right perspective. This blog takes on the task of trying to level set around terms and characteristics of Artificial Intelligence(AI) and Machine Learning(ML).  My next blog, [in two weeks] will discuss the AI for the marketing funnel. ...

Today, there’s a tool for everything. Technology is helping us find deals faster, and expediting necessary steps of the sales process so they close quicker. Most of them integrate into your CRM where you can access the information. Even still, you may need to be a Salesforce guru in order to piece it all together and there is no way everyone feels 100% confident that all the technology ties together seamlessly. Sales Stack Glue ...

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! ...

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.  ...

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. ...

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. ...

  I may be biased but as the relationship between sales and technology continues to grow stronger, companies with tools like TopOPPS will have a significant competitive advantage. Today, it’s not just about getting the information into the system more efficiently, it’s also about what we do with that information once it’s there. CRMs are like relationships, you only get out what you put in. Unfortunately, CRMs are infamous for being  “junk in junk out” machines. So how can we trust the data? Better yet, how can we make the process of entering crucial data into the CRM quick and painless while still maximizing the amount of impactful information decision makers receive in return? ...

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