Cut Your Time Spent on Forecasting in Half One of the most painful and time intensive tasks as a sales leader is driving an accurate forecast. Leaders spend up to 40% of their time collecting and qualifying the forecast. Lengthy labour intensive Friday forecast calls, reps complaining about wasted time, frustration on poor deal qualification Read More
About Rizan Flenner
Rizan founded iSEEit to make a difference for sales people and their managers on a daily basis. His goal was to create a tool that was not only useful for sales, but fun and inspiring to use as well.
When he’s not working to make life for sales easier, you can find him at home playing songs on his favorite acoustic guitar or out on his bike, training for his next triathlon.
Entries by Rizan Flenner
When I first started out as a sales manager, I had a pretty good close rate – with one record quarter after another. Until one devastating quarter… where almost 50% of my team’s deals either slipped or were lost for good. It crushed us. We couldn’t make any sense of it. After all, we hadn’t done anything different. I spent days trying to Read More
Today, we’re onto Part 4 of our series on How to Effectively Close More Deals. So far, we’ve covered pain & implication, generating customer rapport and building up a sales champion. The next step is the glue that binds your whole sales campaign together. It’s what justifies the purchase and convinces the Economic Buyer sign Read More
In our last article, we talked about how to discover real pain points – ones that will drive customers to take action. Today, we want to talk about Champions – the people in your accounts that drive the projects meant to solve these pains. A Champion is the person within your client’s organization that will sell on your behalf when Read More
In our post, Identifying the Real Pain, we talked about what qualifies as ‘real,’ deal-closing pain points and what doesn’t. We received great replies from our readers stating that customers many times don’t disclose this kind of information so easily. Well, it’s not an easy task. If you want to find pain points, you need to Read More
There is no deal without a pain. Pain is the driver. The ultimate reason why customers will act and buy your solution in the end. It may not be obvious to begin with, but there is always a trigger that gets decision makers buy: Something they need to solve, grow, improve, or reduce. However, too Read More
This week we had the pleasure of interviewing Jack Napoli, the ‘Godfather’ of the MEDDIC sales process: For those of you who aren’t familiar, MEDDIC is one of the most effective sales methodologies I’ve ever come across for qualifying deals thoroughly. In fact, Jack and MEDDIC co-creator Dick Dunkel used it while at PTC to Read More
There’s no question: Improving the effectiveness of sales teams is a top priority for sales managers everywhere. But there’s only 24 hours in day, and a million (and one) things you have to stay on top of: Maybe you’re facing more “No’s” than ever. Or the churn rate of your sales people is climbing higher Read More
Here’s how we discovered that the CRM we were using at a large software company was costing us over $400,000 a year in lost time. Back in 2010, I had one of the worst experiences of my entire sales career: It was 4 o’clock in the morning, and we were still working on the top Read More
Here are the key elements behind successfully closed deals that the most successful sales I’ve known have used to hit close rates of up to 95%.