How to Hit a Record Close Rate – The Anatomy of a Perfect Deal
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%.
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How One Simple Tool Can Change the Way You Forecast (In Just 3 Minutes)
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.
10 Common Sales Hiring Mistakes – How to Hire the Right Salesperson
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.
How A Single Bad Hire Cost Me a Luxury Penthouse
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?
11 Things You’ll Never Hear Your Salespeople Say About CRM
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.
John McMahon’s 3 Simple Questions Will Increase Your Close Rate
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.
5 Questions You Need to Answer to Avoid Slipped Deals
It’s a few days before the end of the quarter. Your champion just called. Management has decided to wait until next quarter. The money just isn’t there at the moment.
Another deal that’s slipped through the cracks. How can you keep this from happening to you?
Can the MEDDIC Sales Process Be Improved?
If you’ve ever worked with the MEDDIC sales process, then I’m sure you’ll never want to live without it. It’s simple and clear, focused on the fundamentals of sales and very effective. I’ve personally had crazy growth rates of 50% and higher in times where my competitors were experiencing negative growth. However, MEDDIC only works Read More
iSEEit announces 1st native sales app on September 10th
After 12 months of research and development we are finally announcing iSEEit Version 1, a native sales app for iPad and web that helps sales people naturally manage their daily activities and make them better in what they do best. The event will take place in Vienna on 10.9.2014 at the Cafe Studio, Gredlerstrasse 9, 1020 Wien Read More
The 5 Most Common Problems With CRM Systems
“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
