How to Configure A MEDDIC Summary In Salesforce
Introduction Companies who have the most success adopting MEDDIC all do one thing really well. They integrate MEDDIC into their daily processes. In these companies, MEDDIC is not just a qualification tool, but the language in which the sales team talks about their deals. As such, MEDDIC needs to live where the Sales team lives, […]
Preparing for Your Sales QBR with Ops-in-a-Box
Sales quarterly business reviews (QBRs) allow organizations to address issues that can hurt revenue generation. QBRs offer sales teams the opportunity to come together to assess progress and performance every 90 days. These meetings serve as an open forum for sales reps to garner ideas, get motivated, and demonstrate critical thinking and strategic planning skills. […]
An Easier Way to Assess Pipeline Quality
Do you assess and inspect the quality of your pipeline as much as quantity? Any self-respecting sales manager or executive knows that generating a pipeline is a careful balance between quantity and quality. However, sales teams often fall into the pattern of hitting their pipeline targets but missing the revenue objectives. The reason for that […]
Leveling Up Your Forecasting Calls
Are you the driver or a passenger when it comes to your sales forecast? To be more specific, can you efficiently do the following? Use real data to drive the conversation in your forecasting calls. Help managers and reps identify weak spots in their pipeline and implement countermeasures before it is too late. Provide valuable […]
Performance Management
As a sales leader, getting the most out of your sales reps and opportunities is paramount to your company’s top line and future success. That’s why serious companies have a performance management program. It helps ensure everyone in the sales team is working to achieve organizational objectives. However, problems can arise when performance management plans […]
THROUGHPUT: Improving the Quality of Your Sales Opportunities
The pressure of producing results is constant in sales. That’s why generating and working with quality sales opportunities is essential. But how do you evaluate the quality of your sales opportunities? Well, that’s where ‘Throughput’ can help. Using Throughput, you can assess the quality of your sales opportunities and raise the overall probability of closing […]
How to Run a Successful Sales Meeting
What would your reps say if you asked them to grade your sales meetings? Unfortunately, most sales meetings miss the mark. It’s important to use sales meetings to inspect deals and get a forecast call, but you’re ultimately going to waste everyone’s time if you aren’t asking the right questions. You can engage, motivate and […]