iseeit-customer-talks-part-2

Customer Talks Part 2: How iSEEit uses MEDDIC to transform and benefit your sales processes

In our last entry, we featured part 1 of our customer talks series, where top sales leaders shared their experiences on how iSEEit supported the roll out of MEDDIC on Salesforce. In part 2 of this special 2-part customer talks series, we dig deeper to find out more about how iSEEit transformed their sales processes and how they have benefited from their implementation of MEDDIC on Salesforce. Watch the video below for the full story! A full transcript of this interview is also available.

iSEEit: How does the management team benefit from iSEEit?

Rob Desmond, Quinyx (RB): Time. Really simply, it’s when we can pull up a dashboard or an opportunity report that has a regular green scorecard next to each one, and when you look at the close date as a first line manager, second line manager or a country manager, you know quickly where to dedicate some time.

iseeit-meddic-scorecard

Ian Gilbert, Guidespark (IG): For me as a manager or for the managers who work for me, iSEEit allows you to bring those things together and see a combination view and therefore, act on a combination of data that is about both the aggregate and overall effect that is occurring in your pipeline, and the individual points of success, failure, need for more, requirement for less, that contribute to that underlying pattern.

Blake Tablak, Workiva (BT): You understand the pain and understand how it connects to the metrics. You understand how it connects to the decision process and criteria. Have you qualified your champion? We can see all that detail in iSEEit – it’s really important that we be able to do that.

IG: I’ve become more of a support in the process rather than a driver of the process. We get to an understanding of what we’re all trying to achieve together much quicker.

 

iSEEit: Can you already share some success?

IG: Over the last three or four quarters, a few momentous things have happened in our business that flow directly from our deployment of MEDDIC and our automation of it through iSEEit. We’ve closed the company’s largest ever enterprise transaction and I’m comfortable sharing that that was in excess of half a million dollars of Annual Recovering Revenue (ARR) over a 3-year contract – so about a million five contract wise – which isn’t huge in the grand scheme of things but in the context of a business that started out at about five to seven thousand ARR transactional business, it was representative of a true cultural shift. And when that deal happened, the whole business celebrated – something that they just hadn’t seen before.

Ready to start implementing MEDDIC on salesforce? Click the link below and schedule a FREE DEMO today!

 

 

Customer-Talks-Part-1-MEDDIC

Customer Talks Part 1: How iSEEit supported the roll out of MEDDIC on Salesforce

Have you always wondered how the MEDDIC sales process can be implemented on Salesforce? In part 1 of this special 2-part customer talks series, we sat down with some sales leaders to find out how iSEEit aided them in the seamless implementation of the MEDDIC sales process. Watch the video below to find out more! A full transcript of this interview is also available.

 

 

iSEEit: How did iSEEit support the roll out of MEDDIC?

Rob Desmond, Quinyx (RB): With the iSEEit platform, we can very quickly get a glimpse into what gaps we have in the sales process, why we’ve identified specific folks as coaches, champions or influencers. With the org chart and the scorecard, we get a quick glimpse from a forecast perspective on where we should be focusing our time, coming full circle back to how we kicked this off.

Ian Gilbert, Guidespark (IG): As a leader, you often are forcing the dialogue on MEDDIC, and you can do that in the most respectful and collaborative way as you want, but you’re still forcing it and the act of turning MEDDIC into a tool that sales professionals own, use and rely on, is a journey and takes some time. That’s way less true as you embed iSEEit into your salesforce implementation.

Blake Tablak, Workiva (BT): It’s really important that we establish an operating cadence. Salesforce is our system of records, so it makes sense to embed this (iSEEit opportunity management system) into Salesforce.

IG: (iSEEit) begins to put it right into the flow of work for sales people because those are things that you’re still going to do – the qualification review and deal inspection sessions, the training and enablement sessions – they become augmentation to a language or a series of steps that sales people are using naturally moment by moment.

 

Watch part 2 here!

Curious to find out more about implementing MEDDIC on Salesforce? Click the link below to learn more!

 

Managing remote sales teams

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 this with multiple reps working from home?

How do you get a feeling on what your reps are working on?

How can you make account or deal reviews when the team is all over the place?

 

This is where iSEEit can help. 

We built the No1 Sales Methodology for B2B Sales teams onto Salesforce, that will allow you to remotely manage your teams. 

You will establish a common language and a unified understanding of what needs to be qualified, how and what steps need to be taken. This common understanding is building the framework for lean remote management. It will reduce misunderstandings and save valuable time.
Secondly, your team will be able to document this is in an intuitive visual fashion, which allows you to instantly understand the details and be on the same page, especially when you have to communicate via phone, Skype or video calls.

 

Take a look

  • Give your reps guidance to close deals with a structured sales process based on industry best practices. 

Manage remote team

  • Get more insights into forecasts on an aggregate level and dig down deeper into deals with open gaps or red flags

Aggregate deals review

 

  • Do remote account reviews with org charts, build close plans and monitor activities

Org chart

 

Interested to learn more?

Contact us here.

 

 

Lead Qualification on Salesforce

Lead Qualification on Salesforce

Are your salespeople complaining about not getting enough leads, although the leads pipeline is full and most probably untouched?

What is a qualified lead?

This has always been a big topic when it comes to sales. I have personally witnessed many discussions between Marketing Directors and Sales Leaders on the quality of the leads. While Sales accuse Marketing of handing over “bad” leads, wasting precious sales time, Marketing complains about a slow-moving incomplete follow up on the generated leads sinking all the marketing $ spent.

Who is right in this argument?

Well, we investigated this matter and found out that both parties actually were right. 

Early in the journey, the prospect would most probably just get additional information on the solution, maybe they even download info material, join webcasts or visit conventions and fares. Only later in the customer journey, when a potential solution to their problem has been identified, the client is happy to talk to a salesperson who would then be able to address the decision criteria and process that would finally lead to a buying process and purchase.

Therefore, these leads generated by marketing, business development agencies or internal inside sales need to be qualified and rated based on the customer’s interest and stage in the buying journey. Many companies nowadays have a distinction between the early-stage leads, often referred as “Marketing Qualified Leads”, which would continue to be nurtured by marketing or insides sales and the later stage leads which are called “Sales Qualified Leads”, which will be handed over to the sales department.

But why is there still an issue?

Let’s have a look at how those leads are qualified.

In many cases, this is done by a rather inexperienced young inside sales team or an outsourced business development agency motivated by a bonus payment for handing over “qualified” leads. Due to the mentioned lack of experience, the optimism of the youth and a strong motivation to reach the targets to earn recognition and bonus, the leads are not qualified well enough before hand over to the sales team.

As a result, handing over these premature leads causes a lot of frustration with the field reps, who spend a lot of time chasing potential customers who are not yet ready. This ultimately leads to salespeople cherry picking on some of the leads, which they follow up on and leave the rest untouched.

This causes executives to start questioning the effectiveness of the sales process with high lead generation cost and a low conversion rate of real deals hitting the forecast.

This is where iSEEit comes in and bridges the gap. Good leads are like gold nuggets and iSEEit helps to filter those out at an early stage.

 

Lead Qualification on Salesforce

Lead Qualification on Salesforce

 

What iSEEit’s Lead Qualification feature brings to the table:

  • Better qualify leads for your inside sales reps by using a configurable, step by step qualification checklist based on industry best practices.
  • The lead qualification score helps to only convert the “real” hot leads into sales qualified leads or opportunities. 
  • Seamless handover from inside- to field sales without any information loss as the data gathered during the lead qualification process will be reflected on the opportunity as well.
  • Metrics such as iSEEit’s Lead Qualification Score and the conversion rate linked to the lead source help marketing to determine which campaigns actually generate the best ROIs.

Click below to

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Asher Benbenisty - ALGOSEC

How Algosec built an operating rhythm around MEDDIC

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 Marketing, Asher Benbenisty, talks about how they implemented MEDDIC on Salesforce to ensure that it is embedded in the daily sales routine, forecast and account planning sessions.

Want to build your MEDDIC operating rhythm on Salesforce.com?

Algosec successfully worked with the SalesMeddicGroup to shape the sales process and MEDDIC qualification checklists and successfully implement it into Salesforce using iSEEit. Click on the links to get in touch and learn more!

 

How Workiva runs MEDDIC on Salesforce

How Workiva runs MEDDIC on Salesforce

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 tool and how iSEEit helps them drive MEDDIC directly in Salesforce. In the following video, he covers some interesting benefits for both the sales people and sales management- thanks to iSEEit.

If you are interested to learn how iSEEit MEDDIC on Salesforce could help you Click here to Request Demo

 

 

 

MEDDIC Acronyms

MEDDIC Training now available online

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 our clients report that on-site training is primarily scheduled on the agenda of kick off and Quarterly Business Reviews, where sales-people are flown in from all over the world.

It is a very costly and time intensive way to train the sales teams, however, it is still very effective to have the face to face experience with the experts and trainers, plus the networking and exchange during and in between the classes has a huge benefit.

Nevertheless, some of the most successful and fast-growing companies work out alternatives or complimentary training schedules.

Why?

There are 3 major reasons.

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Alfresco – Success Story

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.

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best sales methodology

The 8 Best Sales Methodologies for Successful Close Plans

Sales methodologies are a dime a dozen these days, with each one promising unprecedented growth and revenue.

However, we all know that to successfully close large and complex deals, it’s essential for sales teams to have a more structured approach and focus on the right steps to bring deals to closure.

That’s why we’ve reviewed 8 of the best sales methodologies for closing large deals. We looked at the content, the delivery and the offerings to effectively implement the methodology in the field. (And in case you’re having trouble convincing your team to adopt a methodology, check out How to Handle Your Reps’ Objections to Your Sales Process)

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online manage of sales record

Tricentis – Success Story

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 Tricentis, a customer that has been using iSEEit’s MEDDIC tool for more than a year, shares why they reached out to iSEEit and how it has helped them reach 80%+ YoY growth.

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