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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.

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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!

 

 

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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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Online sales management

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 Read More

Online sales management

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

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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.

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Online sales management

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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Online sales management

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:

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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?

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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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