Grumpy_man_squared_small

How to WIN Customer Rapport

Grumpy_man_squared_smallIn 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 uncover them – inch by inch – and earn the right to learn about your customer’s pain.

And the key to developing customer rapport…

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identifying customer pain

Identifying the Real Pain: How to Effectively Qualify Your Customer’s Pain Points

identifying customer pain

There is no deal without a pain.

Pain is the driver. The ultimate reason why customers will act and buy your solution in the end.

It may not be obvious to begin with, but there is always a trigger that gets decision makers buy:

Something they need to solve, grow, improve, or reduce.

However, too many sales people don’t know what the real pain is or how to find it.

In this article, we’ll cover exactly what qualifies as a real pain, what doesn’t, along with real world examples of pain points that were strong enough to close a deal.

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MEDDIC Sales Process Fundamentals

Focus on the Fundamentals with the MEDDIC Sales Qualification Methodology

MEDDIC Sales Process FundamentalsHere’s how the MEDDIC sales qualification process can help you hit a 90% close rate by keeping your focused on the fundamentals of a deal.

In 1973, UCLA basketball Coach John Wooden created sports history.

That was the year he became the first coach in any sport to win 7 national championships in a row.

He ended up leading his team to win a total of 10 championships in a 12-year period, with an unparalleled 88-game winning streak.

So what was it that set him apart from every other coach that came before (and after) him?

One simple thing:

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MEDDIC Sales Qualification Methodology Founder Jack Napoli on How to Enable and Drive Sales Teams

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 more than triple sales from $300 million to $1 billion in just four years. Personally speaking, MEDDIC helped me increase my close rate to over 90% and increase my team’s sales 60% year on year.

Today, MEDDIC is used by fast-growing startups as well as large corporations such as EMC, RSA, BMC and more.

Check out the interview here:

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How to Overcome Every Sales Team’s Biggest Problem

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 and higher.

But you don’t have the time to deal with that, because you’re stretched to your limits hiring new reps, managing the pipe and making sure your team is closing deals and hitting their numbers.

It’s more than most managers can handle.

That’s why I teamed up with Steve Ammann, Managing Director of the Sales MEDDIC Group, to put together some action items to help sales managers overcome the number one problem facing every sales team:

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CRM Hidden Costs

The Hidden Cost of CRM (or What Happens When You Manage Your Sales Process on Word Docs and Spreadsheets)

CRM Hidden Costs

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 floor of our company’s office building.

It was the end of Q3, and we should have been out celebrating. Instead we were stuck in the office, working ourselves to death as we pored over spreadsheet after spreadsheet.

I looked around the room:

15 Regional VPs of Sales (including myself), the VP of Finance, and the Sales Operations Manager from our company at all had the same worn-out look on their faces.

We were completely beat. And we still hadn’t finished consolidating the data we needed for the next day’s forecast session.

It was a nightmare. And it was far from over.

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The Definitive Guide to an Effective Sales Process

There’s no doubt:

The right sales process can make the difference between a sales team that’s shattering its goals vs. one struggling to hit quota.

That’s why we scoured the internet for you to find the best sales process information out there and created:

Sales Process: The Definitive Guide to a Higher Win Rate

This is the go-to resource for anyone looking to build, improve, or transform their sales process.

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70 Top Sales Pros Reveal Their Most Impactful Sales Advice Ever

Let’s be honest:

There’s nothing like the feeling of flying high after closing a massive deal.

But if you’re like most salespeople out there, you’ll also face times where every lead you touch feels colder than a Siberian winter (brrr!).

However, there are sales pros out there who are absolutely shattering their sales goals.

So to find out what keeps them going, I got in touch with 70 of these experts and asked each one:

What’s the single top sales advice you’ve ever received or shared?

Let me tell you, the responses I received were nothing short of amazing.

So whether you’re looking for instantly actionable tips or career-altering advice, here are all 70 of their responses – in their own words:

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Top Sales Tools 2015

iSEEit Selected As a Top Sales Tool for the 2nd Year in a Row

Top Sales Tools 2015We are so happy to announce that iSEEit has just been selected as one of Smart Selling Tool’s Top Sales Tools of the Year for the second year in a row.

Every year, Smart Selling Tools scans the market for the best sales tools that help salespeople shatter their sales goals and close more deals.

Nancy Nardin, President of Smart Selling Tools, personally tests and approves each app that makes the list.

Here’s what Nancy had to say about iSEEit:

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Top 100 Most Innovative Sales Bloggers Badge

The Top 100 Most Innovative Sales Bloggers (That Will Help You Shatter Your Sales Goals)

Top 100 Most Innovative Sales Bloggers

If you’ve come looking for the most practical, insightful and educational sales bloggers, you’ve come to the right place. Here are the 100 best sales bloggers online today.

As you can imagine, there’s no shortage of high-quality sales training blogs on the web. But we decided to take the absolute best of the best and present them to you in one definitive list.

Whether you’re a first-year sales rep or the CEO of a Fortune 100 company, these bloggers give you the tools, tips and techniques you need to go out there and shatter your sales goals.

If you find yourself pressed for time to constantly keep up with countless sales training blogs, perhaps this list could be useful for you!

So without further ado, here’s our list of The Top 100 Most Innovative Sales Bloggers:

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