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
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.
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%.
There are a few common elements to every successful deal. See how this one simple tool leverages them to help you hit your forecast every time.
Last week, I wrote about the worst hiring experience I ever had, and how it ended up costing my company $4 million in lost revenue – the equivalent of a luxury penthouse.
It was an expensive learning experience. But since then, I’ve uncovered a few things about what NOT to do when hiring a new sales rep.
Here are 10 common hiring mistakes I made as a sales manager – as well as how to fix them and hire the right kind of salesperson.
Here’s a quick story about the worst hiring decision I ever made, and how it ended up costing me a luxury penthouse.
What were the mistakes that I made? And what did I do to make sure it never happened again?
I’m sure you’ve heard a thousand reasons from your sales reps why your CRM sucks.
To them, it’s like the developers of the top selling CRM systems got together in a smoke-filled room and thought, “How can we make something that’s the exact opposite of what salespeople need?”
So just for fun, we’ve collected a list of 11 things you’ll never hear your salespeople say about CRM.
There are three simple yet powerful questions that every rep should be asking throughout each one of their deals. Know the answers to these questions, and you’ll know the chance of closing a deal this quarter. What are they? Read through to find out.
If you’ve ever tried to implement a structured sales process, then I’m sure at some point you’ve heard your reps bash against it.
It doesn’t work. The client isn’t complying with it. It’s too complex.
And so on…
Here is a list of the 4 most common objections to your sales process and how to handle them, so you can do everything you can to boost your team’s overall performance.