Now You Can Enrich Your Contacts Directly From iSEEit

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.

Read more


How One Simple Tool Can Change the Way You Forecast (In Just 3 Minutes)


Accurate forecasting is really the high art of sales. It’s a mystery that few salespeople ever master.

And although there are a few elite reps out there that can deliver shockingly accurate forecasts based solely on their ‘gut feeling,’ the majority of salespeople struggle to forecast correctly.

So, how can you know whether a deal is going to close or not? And how can you make sure you take the right steps to drive it to closure?

In the 20 years I’ve been in sales, I’ve had the chance to learn from some of the best managers and executives in the business. And they’ve taught me that there are certain elements that are common to just about every successful deal.

By having these elements in place, I was able to close more deals at higher values, within a predictable timeframe. Needless to say, my quota achievement and commissions went through the roof.

Read more

hiring the right salesperson

10 Common Sales Hiring Mistakes – How to Hire the Right Salesperson

hiring the right salesperson

Last week, I wrote about the worst hiring experience I ever had, and how it ended up costing my company $4 million in lost revenue – the equivalent of a luxury penthouse (read it here if you haven’t already).

It was an expensive learning experience. But since then, I’ve uncovered a few things about what NOT to do when hiring a new sales rep.

Here are 10 common hiring mistakes I made as a sales manager – as well as how to fix them and hire the right kind of salesperson.

Read more

increase close rate

3 Simple Questions That Will Increase Your Close Rate

increase close rateThroughout my career as a sales rep (and later as a manager), I was always puzzled by whether a deal could close or not. Was there a way to constantly deliver on forecast? What could potentially increase my deal close rate?

Was there a more effective way to qualify my deals?

In my search for an answer, I came across a ton of whacked-out theories and complicated probability calculations. But in the end, most of my forecasts (and those of my reps) were still based on gut feelings and wishful thinking.

That was until I worked with John McMahon.

John was (and still is) an almost legendary sales leader who consistently increased company revenues by 100% year after year wherever he went. (He even grew PTC, a software company, from $1.1M to $1.1B in just nine years). Since then he built sales team in Bladelogic or BMC and sits on the board of many great performing companies like MongoDB or Snowflake.

He was phenomenal at building teams and helping sales managers to scale. But one of the things that stood out the most about John’s performance were his shockingly accurate forecasts.

What was his secret?

He always focused on the fundamentals of a deal.

“Before going into the details of any opportunity,” he said, “there are three questions you need to ask. Know their answers, and you’ll know the chance of closing a deal this quarter.”

These questions are so simple, yet incredibly powerful. After I started implementing them, my forecasts became more accurate than a Swiss-made clock.

And they are the exact questions that executives at your account will ask before approving any decsion.

They are The 3 Why’s That Open Your Eyes.

Read more

managing your sales process

How to Handle Your Reps’ Objections to Your Sales Process

managing your sales process

If you’ve ever tried to implement a structured sales process, then I’m sure at some point you’ve heard your reps bash against it.

It doesn’t work. The client isn’t complying with it. It’s too complex.

And so on…

And it’s painful, because the guys complaining are usually the ones who would benefit the most from a more structured approach. They are the 60-80% of your team who need help qualifying harder, focusing on the right opportunities, and overall just working more effectively and productively.

If they could only just see the beauty of your process, they’d be making more money and you as a manager would have less hassle hitting your targets.

That’s why most companies do spend a lot of time and efforts to design and implement a best practice sales process.

So why is it so difficult for sales people to adapt to it and so easy for them to find reasons why “it doesn’t work”?

Here is a list of the 4 most common objections to your sales process and how to handle them, so you can do everything you can to boost your team’s overall performance.

Read more

sales training wasting money

Why Sales Training Is Wasting Your Money

sales training wasting money

According to the American Society of Training and Development, companies spend about $20 billion a year on sales training. So it might come as a shock to hear that 87% of all information learned at sales training is lost after just thirty days.

That means out of every $100,000 you or your company invests into training, $87,000 is gone after just one month. And out of $20 billion, that’s $17.4 billion that disappears every year.

I spoke recently with Steve Amman, the Managing Partner at, who walked me through the top four reasons that sales training fails to have a long-term effect, and how to get the most out of your training investment.

Read more

5 Questions You Need to Answer to Avoid Slipped Deals

avoid slipped deals

It’s a few days before the end of the quarter. You’re on track to exceed your quota, and you can already feel the breeze on your upcoming Champion’s Club cruise to the Caymans.

That’s when the phone rings. It’s the Champion at one of your biggest accounts. He sounds tense, and you know what’s coming before he even says it:

Management has decided to wait until next quarter. The money just isn’t there at the moment.

You’re joy disappears right alongside that cruise.

Down the hall, you see your manager congratulating the top sales rep in your office for another record quarter. What’s he doing that you’re not?

He’s probably answered the following five questions that let you avoid slipped deals.

Read more

What Are the Most Popular CRMs for Sales Teams?

Looking for the right CRM can be overwhelming. Especially if you’re in sales, and it’s your responsibility to keep the system up to date.

Whether you’re part of a brand-new SMB or a well-established enterprise-level company, each CRM is going to offer you and your sales team a different set of tools to work with.

Because we at iSEEit don’t shy away from discussing our competitor’s strengths and weaknesses, we’ve compiled and reviewed a list of eight of the most popular CRMs for sales teams:

  • Salesforce
  • Microsoft Dynamics CRM
  • SugarCRM
  • Zoho CRM
  • Sage CRM
  • Base CRM
  • Oracle Siebel
  • Netsuite CRM

Read more

Online sales management

The 9 Best Sales Methodologies for Closing Complex Deals

Business-process-shake-hands-with-text-no-artv2Sales 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 9 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)

Read more

common CRM problems

The 5 Most Common Problems With CRM Systems

sales common problems with crm systems

“If they’re not using the CRM, then you need to force them to use it or else we’ll start cutting their commission payments!”

That was the answer a sales operations manager from a big company gave when another manager mentioned his reps weren’t keeping their CRM up to date.

I had to laugh when I heard that, because having used the same system he was expecting his reps to use, I knew what a pain in the ass it was and how much other reps hated it.

Unfortunately, he’s not the only executive who thinks that way. But why don’t sales reps use the CRMs we put in place?

If you’re like the sales guys we know, then you’re probably familiar with these 5 most common problems with CRM systems.

Read more