Customer challenge to drive decisions

Why Buyers Have Lost Their Ability to Reach Decisions

Why Buyers Have Lost Their Ability to Reach Decisions  Survey today’s Business-to-Business (B2B) salespeople, you will most likely hear rumblings that selling is more arduous, takes more effort, with more drawn out, longer sales cycles than ever before. What happened? Did customer really lose the ability to make decisions? How can this be addressed by […]

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Five Strategies to Achieve Sales Process Adoption Rates of 70% or Higher

A too complex sales processe kilsl adoption

Sales Process

 

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 get a 2-year-old to eat his broccoli? You are not alone.
Even if it’s obvious the current processes are time-consuming, costly, and unproductive, it’s difficult to successfully motivate salespeople to implement new ways of performing.

Free PDF: Get access to a free downloadable PDF version of this guide. Reference it anytime you want (or print for daily use).

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How well does iSEEit help sales teams solve their top 3 problems? We surveyed our customers to find out…

Before we built the iSEEit Opportunity Manager we talked to numerous sales leaders at leading organizations worldwide.

As a result, we identified three major problems that most teams are facing:

  • A lack of forecast accuracy
  • A low sales process adoption rate
  • Too much time spent on forecasting and reporting

That’s why we created iSEEit – to help sales teams solve these problems and better qualify and drive opportunities.

Recently, we surveyed our customer base of sales reps, sales managers, and sales operations to see how well we were doing.

The results surprised even us…

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deal falling apart

7 Signs Your Deal Is Falling Apart (and How to Save It)

deal falling apart

Throughout my sales career, I had prospects I was certain were going to sign on the dotted line…

And then the deal fell through.

Disappointed and surprised, I moved on, lamenting the loss of that potential client, and the fattened commission that would have come along with it.

After a few of these happenings, I began to analyze each instance, and realized there were signs I missed that these deals were going awry. Over time, I became savvy in recognizing these “clues,” and adept at circumventing the sale from going down the drain.

Typically, there were seven signs the deal was falling apart. Here they are, along with valuable intel on how to save them:

Free PDF: Get access to a free downloadable PDF version of this guide. Reference it anytime you want (or print for daily use).

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iSEEit has been awarded as Born Global Champion by the Austrian Chamber of Commerce.

iSEEit Receives the Born Global Champion Award

Yesterday iSEEit received the Born Global Champion 2016 award by the Austrian Chamber of Commerce. It was inspiring to be recognized amongst 50 amazing Austrian startups that build their business strategy to go global from day one.

Mr. Leitl, President Austrian Federal Chamber:

“This reward is a thank for the courage building a business that serves clients worldwide, providing new, innovative products and services that very often act as game-changers in their respective fields of expertise. It is obvious that this endeavour is highly challenging and requires the support of all stakeholders in order to be able to succeed.

Nevertheless the phenomenon of Born Global Champions has grown rapidly in recent years and is now gaining momentum. Austria is a small but excellent exporting nation making 6 out 10 € abroad.”

iSEEit launched the iSEEit Opportunity Management App in January 2015, released iSEEit on Salesforce.com in September last year and signed some really successful and fast growing customers in Europe, United States and the Middle East such as Actifio, Fuze, Newscred, Swiftstack and many more…

On behalf of iSEEit, I would like to thank all our customers for their trust in us, our supporters for their belief and most of all the iSEEit team for working early and late hours to serve our international clients around the globe. This award is for you!

iSEEit has been awarded as Born Global Champion by the Austrian Chamber of Commerce. From left to right: Christoph Leitl, Rizan Flenner, Harald Mahrer

iSEEit has been awarded as Born Global Champion by the Austrian Chamber of Commerce.

“The achievements of Austria’s Born Global Champions are simply outstanding. Their success is based on exceptional products and services, true entrepreneurship and inspiring creativity.”

Christoph Leitl, President Austrian Federal Economic Chamber.

Here’s a brochure with the the rewarded startups.

iSEEit offers B2B selling companies a mobile sales app helping sales teams to qualify and manage their opportunities based on sales methodologies.

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The Problem with the Weighted Pipeline (or how to improve your sales forecast accuracy in Salesforce)

Ever since I was promoted to sales management in the late ‘90s, I’ve been confronted with the measurement of weighted pipeline and forecast methodologies.

In case you’ve never worked with a weighted pipeline, here’s a quick summary:

Each sales stage is given a certain probability to close – so stage 3 in a 6-Stage sales process would be assigned a 50% probability to close, stage 4 a 67% chance, and so on.

Then you multiply the value of each opportunity with the percentage, and sum up the weighted values to get your weighted forecast:

weighted pipeline forecast example

This should give you an indication where you will end up in the month, quarter or year.

But there’s a big problem with the weighted forecast. Watch this short video to see what we mean:

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MEDDIC on Salesforce Screenshot 2

Cut Your Time Spent on Forecasting in Half

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 […]

the economic buyer

How Meeting with the Economic Buyer Can Help You Hit a 90% Close Rate

the economic buyerWhen I first started out as a sales manager, I had a pretty good close rate – with one record quarter after another.

Until one devastating quarter… where almost 50% of my team’s deals either slipped or were lost for good.

It crushed us.

We couldn’t make any sense of it. After all, we hadn’t done anything different.

I spent days trying to find out what went wrong… until my manager pulled me aside and asked me one of the most eye-opening questions of my career:

Rizan, in all the deals that slipped, how many of them did you meet the Economic Buyer?

The answer was clear:

After a quick check  I was able to find a direct link between meeting the Economic Buyer and whether we won or lost the deal.

You may have a killer pain, a strong champion, and powerful metrics. But if the the EB isn’t on your side, there’s a big chance your deal won’t close.

In today’s article, we cover:

  • Just who the Economic Buyer is (and why he’s so important to your deal)
  • 3 actionable ways to get access to him (or any other VIP)
  • How to get him to sponsor your deal (and increase your deal’s chance of closing to 90%)
Free PDF: Get access to a free downloadable PDF version of this guide. Reference it anytime you want (or print for daily use).

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Sales Metrics

How Metrics Can Help You Create Value and Build a Compelling ROI

Sales MetricsToday, 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 on the dotted line.

That’s right, I’m talking about Metrics.

Here’s an in-depth look at what they are, how they will help you close more deals, and why you never want to miss out on collecting them…

Free PDF: Get access to a free downloadable PDF version of this guide. Reference it anytime you want or print for daily use.

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identify sales champion

How to Identify and Nurture a Sales Champion

identify sales championIn our last article, we talked about how to discover real pain points – ones that will drive customers to take action.

Today, we want to talk about Champions – the people in your accounts that drive the projects meant to solve these pains.

A Champion is the person within your client’s organization that will sell on your behalf when you’re not there

They will guide you through the decision making process, introduce you to key players and decision makers, and alert you when things go wrong.

They are probably the most important person in your sales campaign, and they’ll fight hard for your cause.

So, how do you identify the right potential champions? And how do you discover what’s driving them, so you can build them up and leverage their power and influence?

Free PDF: Get access to a free downloadable PDF version of this guide. Reference it anytime you want or print for daily use.

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