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
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 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
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%.
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?
