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iSEEit Customer Success Story – Tricentis

 

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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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Customer challenge to drive decisions

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 […]

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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.

Free PDF: Get access to a free downloadable PDF version of this guide. Reference it anytime you want (or print for daily use).

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deal falling apart

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:

Free PDF: Get access to a free downloadable PDF version of this guide. Reference it anytime you want (or print for daily use).

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wideload

The Problem with the Weighted Pipeline (or how to improve your sales forecast accuracy in Salesforce)

Ever since I was promoted to sales management in the late ‘90s, I’ve been confronted with the measurement of weighted pipeline and forecast methodologies.

In case you’ve never worked with a weighted pipeline, here’s a quick summary:

Each sales stage is given a certain probability to close – so stage 3 in a 6-Stage sales process would be assigned a 50% probability to close, stage 4 a 67% chance, and so on.

Then you multiply the value of each opportunity with the percentage, and sum up the weighted values to get your weighted forecast:

weighted pipeline forecast example

This should give you an indication where you will end up in the month, quarter or year.

But there’s a big problem with the weighted forecast. Watch this short video to see what we mean:

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Cut Your Time Spent on Forecasting in Half

Cut Your Time Spent on Forecasting in Half One of the most painful and time intensive tasks as a sales leader is driving an accurate forecast. Leaders spend up to 40% of their time collecting and qualifying the forecast. Lengthy labour intensive Friday forecast calls, reps complaining about wasted time,  frustration on poor deal qualification […]

the economic buyer

How Meeting with the Economic Buyer Can Help You Hit a 90% Close Rate

the economic buyerWhen I first started out as a sales manager, I had a pretty good close rate – with one record quarter after another.

Until one devastating quarter… where almost 50% of my team’s deals either slipped or were lost for good.

It crushed us.

We couldn’t make any sense of it. After all, we hadn’t done anything different.

I spent days trying to find out what went wrong… until my manager pulled me aside and asked me one of the most eye-opening questions of my career:

Rizan, in all the deals that slipped, how many of them did you meet the Economic Buyer?

The answer was clear:

After a quick check  I was able to find a direct link between meeting the Economic Buyer and whether we won or lost the deal.

You may have a killer pain, a strong champion, and powerful metrics. But if the the EB isn’t on your side, there’s a big chance your deal won’t close.

In today’s article, we cover:

  • Just who the Economic Buyer is (and why he’s so important to your deal)
  • 3 actionable ways to get access to him (or any other VIP)
  • How to get him to sponsor your deal (and increase your deal’s chance of closing to 90%)
Free PDF: Get access to a free downloadable PDF version of this guide. Reference it anytime you want (or print for daily use).

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Sales Metrics

How Metrics Can Help You Create Value and Build a Compelling ROI

Sales MetricsToday, we’re onto Part 4 of our series on How to Effectively Close More Deals.

So far, we’ve covered pain & implication, generating customer rapport and building up a sales champion.

The next step is the glue that binds your whole sales campaign together. It’s what justifies the purchase and convinces the Economic Buyer sign on the dotted line.

That’s right, I’m talking about Metrics.

Here’s an in-depth look at what they are, how they will help you close more deals, and why you never want to miss out on collecting them…

Free PDF: Get access to a free downloadable PDF version of this guide. Reference it anytime you want or print for daily use.

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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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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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