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?
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.
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?
