“If they’re not using the CRM, then you need to force them to use it or else we’ll start cutting their commission payments!” That was the answer a sales operations manager from a big company gave when another manager mentioned his reps weren’t keeping their CRM up to date. I had to laugh when I heard that, 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
Closing large deals is the World Cup of sales. Your first $1 million-dollar deal won’t let you sleep at night. You’ll be running in circles coordinating all of the people, tasks and information you need to close. And it only gets worse as you get closer to D-Day, the final decision, where you find out Read More
CRM’s are meant to help sales people. After all, nobody sets out to design software that makes your job harder. And yet many CRMs do exactly that. In fact, according to a recent study by Merkle Group Inc., Up to 63% of all CRM initiatives fail. What’s going on? Why don’t CRMs actually help sales reps Read More
Until recently, customers seeking business solutions had to ask suppliers for guidance early in the purchasing process, because crucial information wasn‘t available anywhere else. But today customers are better informed than ever before. By the time they approach suppliers, they generally have a clear idea of the problem they need to solve, the solutions that Read More
1. THE MEDDIC QUALIFICATION CHECKLIST Did you ever give a thought why pilots go through rigorous checklists before they start the engines and take off? That’s right, they have to be 99.9% sure they are setup for success, as even small issues could have big impact. Once they’re airborne, there’s no option for failure. Similar Read More
It doesn’t matter if you sell into Enterprise Companies or Small and Medium Business, we sales people do a hell of a job preparing the decision making, support clients to understand their benefits and show them how to get the quickest return. Still, we seem to have a big issue harvesting on all the hard Read More
Hands down, the MEDDIC sales process is one of the most effective out there. Here’s a step-by-step walkthrough of each one of MEDDIC’s key qualifiers.
Cultivate the opportunity Determine if the opportunity is worth the investment of time Hypothesize about new ways to engage the customer Infer the scope of the opportunity on the basis of limited information about the customer Asses the customer’s receptivity to insight Make informed assumptions about the customer and its needs Identify atypical sources of Read More
Alec Baldwin’s classic monologue from ‘Glengarry Glen Ross.’