Having a compelling event supercharges your sales campaign. It drives urgency at your prospects, accelerates your sales campaign and makes you close value deals without much delay. What do we mean by a compelling event? A compelling event is associated with business pain containing a date or deadline and consequence for the business and/or its Read More
“So… Do you support MEDDPICC as well?” This is a question we often come across while working on operationalizing MEDDIC on Salesforce. Well the short answer is yes, because in fact it’s almost the same. Since MEDDIC was invented by PTC it was used and refined by many organizations and like an Open Source Sales Read More
In Part 1 and Part 2 of our How to MEDDIC series, we shared how you can use the MEDDIC sales methodology to qualify your sales pipeline and conduct deal reviews to drive those deals to closure. In Part 3 of this series, we’ll discuss how MEDDIC can help you drive an accurate forecast. Did Read More
In part 1 of our How to MEDDIC series, we shared with you how you can easily qualify your sales pipeline and focus on the right deals using the MEDDIC sales methodology. To build on what we’ve learned in part 1, we’ll be diving deeper into how you can operationalize MEDDIC in your sales team! Read More
Have you ever experienced taking over a sales patch with an existing pipeline? I personally have. This also came with the great honor of first “cleaning up” the pipeline in order to separate the hot and promising opportunities from the weak to death deals which were sitting in the pipeline for ages. These “weak” and Read More
Season’s Greetings & Happy Holidays! Whether you just joined the community recently or have been with us for a while, we’d like to take this time to thank you for your support. We hope that the variety of sales content we’ve put together for you has been a value-add in your journey as a sales Read More
In this episode of our Virtual Sales Talks, we sit down with Keno Helmi, Chief Revenue Officer at Espressive, to talk about how the iSEEit Opportunity Management Tool has enabled him and his sales team to move away from deal reviews using manual tools which has greatly helped them reduce waste, inefficiency, inaccuracy and the Read More
Closing large deals is like playing in the Champions League for salespeople. It’s like the Superbowl in football or Grand Slam in Tennis. Why? Closing a multi-million dollar deal not only means earning a good commission, but also getting the prestige and recognition from top executives, colleagues and clients. In my career, I’ve had the Read More
When Ernest, our marketing manager asked me what the most important KPI for a sales leader was and if I could write a small blog post about it, I was overwhelmed. Tilda, our Global Sales Director, could see in my eyes that my brain immediately went through dozens of KPIs that sales leaders track and Read More
