Are You Building Pipeline in Squads or Pods?


Honestly, it’s crazy to think that in 2019 and going into the 2020s, some companies aren’t thinking holistically as a selling unit about how to target key accounts , geographic territories, or verticals.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

Sales Tips: How to Plan Your 2017 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. The time to begin developing your 2017 Territory Sales Plan is NOW. Use multiple methodologies in parallel.

SaaS Sales: The Ultimate Guide

Hubspot Sales

This guide will teach you the basics of SaaS sales. From commission to sales cycles, models, and metrics, you’ll learn the different ways of selling this unique software and what you can expect from the job. What is SaaS Sales? SaaS Sales Salary. SaaS Sales Commission.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

Tweet Spring cleaning to rejuvenate sales. If you find a renewed sense of purpose emerging from the all-too-long winter months, here are several tools you’ll surely want to consider for rejuvenating your sales life. How can you alter, or refocus your sales plan accordingly to optimize your efforts? Plan2Win software helps salespeople like you develop territory and account strategies. It can serve that same purpose for your sales team.

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What is the Best Sales Model for Your Sales Force?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Do Technical Salespeople Need Sales Training?

10 Reasons To Hug Your Sales Manager

Tony Hughes

Sales Management is without doubt the most important link in the revenue chain. If you’re a sales person you probably don't fully understand what your sales manager really does for you beyond approving your expenses and hassling you about the forecast.

The Challenge with The Challenger Sale

Sales Benchmark Index

It’s been two years since The Challenger Sale was published. Since this publishing, many B2B sales organizations have embraced this methodology. The thesis of The Challenger Sale is sound. However, it is not a magic pill for every struggling sales organization.

Improving Sales Performance Without Changing “How You Sell”

Partners in Excellence

Too often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new technologies or tools, changing your go to customer strategies. Any of these can improve sales performance, but the come with their costs. As in (1), these opportunities are low probability, but consume lots of sales time. ” Make sure your people are executing the sales process.

You Don’t Fix Pipeline Problems In The Pipeline!

Partners in Excellence

One of the biggest mistakes sales managers and sales people make is spending too much time focusing on the health of the pipeline. ” (You can see how tedious these constant reviews are, particularly if you have a long sales cycle (anything over 3 months).) The pipeline is a terrific analytic tool and can help the manager and sales person identify potential problems. The pipeline is a terrific tool for the sales person and manager to identify problem areas.

Building On Shaky Foundations

Partners in Excellence

I was meeting with a very thoughtful sales executive. I asked him why he was making those investments, he replied, “We really need to raise the skills and productivity of the sales people. Win rates were decreasing, sales cycles were increasing.

Replacing The Sales Funnel With The Sales Flywheel

Partners in Excellence

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. We have all sorts of sales methodologies, each slightly nuanced, but that do fundamentally the same things. As sales people and organizations we have to do the whole job.

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Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right

Sales Hacker

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Sales Ops: Table of Contents.

Pro Tips on Scaling an Enterprise Sales Organization


Scaling a sales organization is both exciting and a little terrifying. Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. Additionally, curating your sales content is critical.

New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

So how do you maximize the investment you’re making in sales new hires? But the payoff is salespeople who understand your business, your customer, and your sales methodology -- a wicked combination that leads to bigger returns, faster. Onboarding Checklist for Sales New Hires.

How to Build a High-Performing Sales Team: 5 Steps

Hubspot Sales

Selecting sales personnel is one of the biggest, if not the biggest, challenge for any organization. Recruiting is a commitment; it should consume about a fifth of the sales leader's time, and the process should be as well organized as the company's sales methodology and forecasting systems.

Mistakes to Avoid When Expanding Your Sales Department


The whole ecosystem of a business – independent of industry or operational model – and its sustainability relies on sales, the proverbial (money) rainmaking machine. Therefore putting together a sales dream team is definitely key to keep everything working. As milestones are reached and the business starts to grow, so does the sales department. Bypassing Sales Analytics & Data. They are extremely helpful when evaluating sales dept. Crowded Territories.

The Ultimate Guide to Sales Operations in 2019

Hubspot Sales

The sales operations professional is like the coxswain for salespeople. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Sales Data Management.

The Critical Building Blocks of an Enterprise Sales Engine


This article has some key takeaways on the pre-requisites for success from a sales org profile standpoint. My time at Electronic Data Systems (EDS – HP Enterprise) exposed me to the most extreme end of enterprise sales resourcing. The Enterprise Sales Profile (ESP): I love sharing the mistakes I have made in the hope that you can avoid them. The standard sales rep merely sells them software to reduce costs by 10%.

Refine B2B Sales Process in 2012 with Tools and Attitude ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Refine B2B Sales Process in 2012 With Tools and Attitude. A new calendar year always brings the possibility of discussions of business process improvement and in particular, sales process improvement. Doesn’t that impact sales?

Not Worth The “Paper It’s Written” On

Partners in Excellence

Companies spend billions of dollars each year in training people on sales and related methodologies. Billions more are spent on tools like CRM systems and others that help improve sales people’s effectiveness and efficiency. Too often, sales people simply don’t use the tools that have been implemented. Most of the CRM tools have capabilities to enter opportunity, account, territory plans. Related posts: Does Sales 2.0

Sales Mastery or Sales Enablement?


Embracing Sales Mastery with Insight, Value, and Technology. For any sales person to prosper in their career they need to move beyond being good at building relationships to also embrace the holy trinity of sales mastery: Lead with insight as a domain expert. Leverage technology: The best sales people combine proven old world practices with modern ways of executing. There are three essential ingredients plus the catalyst of sales management leadership.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization.

The Ultimate Guide to Creating and Using a Sales Playbook

Hubspot Sales

Want to improve productivity across your sales team, standardize best practices, reduce ramp-up time, and make your salespeople more autonomous? Create a sales playbook. One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”.

The Biggest Sales Excuses You Need to Stop Making in 2018

Sales Hacker

In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. But these hitches only balance out the selling dynamic: competent sales professionals reap eye-popping rewards, while laggard performers fall behind. Our sales process is broken.

Sales Tips: 5 Ways You'll MISS Your Number This Year

Customer Centric Selling

Sales Tips: 5 Ways You Could MISS Your Number This Year. This begins at the sales rep level but can become an enterprise-wide problem. Like major league hitters checking their batting average, so sales staff from reps up to SVPs focus on their YTD positions against quota.

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Top 10 LEAST Obvious Reasons Sales People Struggle


It’s the price, it’s a bad territory, the product isn’t right, our service is poor, I need more support, our website is no good and I never get any leads. 2) Vision  The sales person is not bought into the Leaderships vision of where they are going.

Job Hunting? How to Interview Your Interviewer

Keith Rosen

However, every company has its own unique culture, product and service, methodology and most important, leadership style. Would I have the opportunity shadow one of your salespeople (in the office, during a sales call, in the field, etc.). How long is your sales cycle? ).

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Lean Sales And Marketing — Leaning Our Sales Process

Partners in Excellence

High performance sales people leave nothing to chance. They structure their approach to the territory to consistently achieve their goals (usually their personal goals are higher than their quotas). Our sales process hasn’t changed in X years.

The Sales Stack, Another View

Partners in Excellence

My friend, Jim Keenan, wrote an interesting post on “The Sales Stack.” So let’s look at what an “OSI model of sales” might look like (at least my view). As we (our companies) develop our Go To Market Strategies and our Sales Stacks, we have to start with the customer. Too often, we don’t do a good job of this, wasting lots of time and resource by having sales people chase the wrong deals. Layer 3: First line sales management.

The insider’s guide to choosing the best CRM for your sales organization


“I remember the first time I got my own CRM system, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons CRM adoption fails for sales teams trying to increase their performance. A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. Sales leads. Think “sales” or “marketing.”This

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Choosing the best CRM for sales [Insider’s guide]


“I remember the first time I got my own CRM for sales, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons sales CRM adoption fails for sales teams trying to increase their performance. But first let me get the basics out of the way to get everyone up to speed on the terminology and what a sales CRM is. Jump ahead to: What is a sales CRM and why use it? Do you need a CRM for sales?

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