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 […]
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.
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…
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:
In 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?
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.
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:
This is the go-to resource for anyone looking to build, improve, or transform their sales process.
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 best piece of 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:
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 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.
So without further ado, here’s our list of The Top 100 Most Innovative Sales Bloggers:
If you’re in sales, then you know how important to stay in the flow while your driving your deals, right?
And yet many times it’s the little things that end up derailing us from our most important tasks. Things like having to find and upload a contact picture or company logo. Or searching Google to find a LinkedIn profile or Twitter account.
So to help with that, we’ve just added a built-in Contact Enricher to iSEEit’s Contacts module. So now populating your contact’s information is quicker and easier than ever.