Implementing a best practice sales process has a positive effect on win rates, forecast accuracy, and productivity per sales person. This is especially true for companies with expansion strategies. But, a sales process is only as effective as the sales people’s adoption of it. Is getting your salespeople to change their processes like trying to Read More
What is Weighted Sales Pipeline?: The Weighted Sales Pipeline is a forecast methodology where each sales stage is given a certain probability to close. For example, stage 3 in a 6-stage sales process would be assigned a 50% probability to close. Stage 4 a 67% chance, and so on. The value of each opportunity Read More
“Curiosity kills the cat, but keeps your sales campaign on track.” These are words to live by if you want to identify spooky deals early and prevent prospects from ghosting you. Throughout my career, I was fortunate enough to have worked with several great sales leaders with a wealth of experience and sales tips when Read More
Throughout my sales career, there have been many moments where I was certain that my prospects were going to sign on the dotted line to close the deal. And then, the deal fell through. I began to analyze each instance, and realized that there had been signs that these deals were going awry all along Read More
Have you ever found yourself in a scenario where your deals look like they are on track to close at first glance? You’ve spent endless hours researching on LinkedIn, writing VITO letters, cold calling to get meetings and now you’ve generated some leads. You are prepared to get the ball rolling and the prospect is Read More
If you are a remote sales leader, used to travelling and leading from the front, spending time with your team in the field is crucial in order to understand what the reps need, coach them and of course get more insights of their deals hitting the forecast. But what now? How can you do Read More
Everybody in sales has gone through a lot of sales trainings. The problem is that 30 days later, the excitement of the newly gained knowledge is washed away and old habits tend to return. How can companies overcome this and reinforce the new skills until they become second nature? Algosec, represented by the Dir. Product Read More
Workiva has implemented MEDDIC on Salesforce through iSEEit’s app early 2018. Workiva is the leading cloud provider of connected data, reporting, and compliance solutions. Recognized in the latest Gartner Magic Quadrant serving more than 75 percent of Fortune 500® companies. Blake Tablak, VP Strategic Accounts, shares some insights on why they were looking for a sales Read More
MEDDIC training online – iSEEit partners with the MEDDIC Academy While most of our clients for good reasons still prefer “the classroom training”, the demand for online training grows rapidly and here’s why… There are many debates about pros and cons of how training can and should be delivered in the digital age. Most of Read More
Alfresco is a commercial, open source software company focused on the enterprise. The company provides a better, more effortless way for people to work, making sure they have the information they need, exactly when they need it the most. The Alfresco Digital Business Platform accelerates the design and delivery of ‘cloud-first’ solutions for the enterprise that are process and content intensive. Alfresco helps over 1,300 industry-leading organizations including Cisco, Delta Dental, Capital One, US Department of Navy, the Joint Chiefs of Staff and NASA, be more responsive and competitive.
