The best sales professionals are constantly looking for help. Winners are honest in their self-assessment of the skills and competencies - or at least as honest as they can be.Read More
About once every six months I have the privilege of hosting some of our customers at our Customer Advisory Board meeting. At these meetings we always learn a lot about how Dealmaker is being used to drive sales performance. I am just back from San Francisco where we had gathered together a group of sales leaders to discuss our future plans and to get their input on how we can serve them better.Read More
One of the perks of my job is the interaction I am privileged to have with so many great sales leaders. During the beta phase for a new solution we just launched (to help sales managers understand the potential vulnerabilities in the sales performance of their teams), I had more intensive interaction than usual with a number of sales leaders. Going beyond the challenges of the front-line sales manager, which is really the problem that Dealmaker Sales Performance Insight helps with, I was struck by some common principles that seem to be consistently applied by those sales leaders who are at the top of their game. Here is my synthesis of those conversations.Read More
It seems pretty simple at first, but calculating your Win Rate is not as straightforward as it might appear. In most cases sellers will think about their Win Rate as the number of wins as a percentage of the number of opportunities that were pursued. But that doesn’t tell the full story.
Let’s say I am working the four deals listed here.
- Deal A: $20,000
- Deal B: $10,000
- Deal C: $40,000
- Deal D: $30,000
Scenario 1:Read More
The implementation of a sales playbook can be one of the most impactful initiatives for any sales organization. There are two reasons for this tremendous ROI. First, by following some simple guidelines, it can be a remarkably easy initiative to implement, and second, research shows that this results in 33% additional revenue.Read More
I was speaking recently at a conference on Sales 2.0 tools. During the coffee break after my session I ended up in a conversation about sales enablement and sales playbooks. The conversation got derailed for a while as one particularly active participant wanted to debate the role of mobile and cloud technologies in the future of sales professionals. Seriously? I am not sure I understand how anyone would feel the need to ask that question. In my opinion mobile and cloud are as certain a part of our future as death and taxes - but maybe that's just me. Anyway, I am getting somewhat off the topic. I say 'somewhat' only because the sales playbook discussion took a turn, and the debate centered on whether it was essential that a sales playbook was integrated with a company's CRM. (As you may know, we have spent a lot of time on this because of the work we do with Dealmaker Smart Sales Playbook.)Read More
I spoke at InsideView's Insider Summit meeting in March 2012. The topic was about sales metrics that you might measure to calculate your sales velocity - the revenue you can achieve every day - and some ideas about what you might do to improve your sales velocity, and also achieve accurate sales forecasts.Read More
I recently had the privilege of speaking at the Sales 2.0 Conference in San Francisco. My session – entitled Six Factors that are Transforming B2B Sales – seemed to strike a chord. Over the next few posts I want to recount the thoughts I shared and get your views.
I started my presentation with a perspective on the current landscape and the environment in which we all seek to survive and thrive.Read More
Earlier this month I had the pleasure of speaking at a conference for one of our partners. My presentation – “So, you have a $500k sales forecast?” – was essentially a story about the impact that good sales process design, planning, automation and measurement can have on revenue achievement.
The company in the case study I used achieved a dramatic revenue improvement (194%) by working the four levers that impact sales velocity. Also, because they planned, measured, and automated everything along the way, the system they used automatically produced an uncommonly accurate sales forecast.Read More