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Rachel Clapp Miller

Blog Feature

Categories: Sales Planning

Effective Ways to Improve Sales Planning and Add Value for Your Team

Many sales organizations struggle with building consistent, qualified pipeline because their sales teams are spending too much time “working around the opportunities.” The key to driving qualified pipeline is focusing your team on the territory, not the opportunities. When your sales team views their territory as their own business unit, they’re more accountable for the forecast and able to execute on next-level pipeline building. Let's examine three ways you can switch up your team's approach to pipeline and give them the tools and agency to deliver more qualified opportunities.

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Sales Training Tips to Help You Reinforce MEDDICC

It’s easy to find a sales training company to help you enable your teams. Google it and you’ll find plenty of options that run the gamut of experience and cost. The challenge lies in finding the right sales transformation solution to help you solve the challenges you’re currently facing and drive the outcomes you need.

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Blog Feature

Categories: Sales Process

Six Questions to Test Your Prospect's Decision Process

The buying committee is changing. The average buying committee is now between 8 and 10 decision-makers. This means the sales process is more complex than ever, and ongoing budget concerns add another layer of challenges for your sales team. When you're putting time and resources into sales cycles that last an entire quarter or much longer, the last thing you want is for an unexpected requirement, budget allocation or a last-minute stakeholder interjection to throw a wrench in your plan and stall or kill your deal.

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Blog Feature

Categories: Economic Change  |  Sales Negotiation

Four Negotiation Skills to Arm Your Sellers with Right Now

Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.

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Blog Feature

Categories: Company Alignment  |  Sales Kickoff  |  Sales Productivity

Sales Leaders: What Your Top Performers are Thinking in Your Sales Kickoff Presentation

As we start the new year, many of us are also launched into SKO season. We've been planning for months to create an event that brings the team together, boosts morale and aligns everyone on our organization's priorities for the upcoming year. Often the resulting strategy focuses on training up new or underperforming members of the sales team and communicating expectations to improve productivity in the new year. The sales kickoff is a prime opportunity to build momentum, right the course and chart the path towards increased sales productivity and revenue. In order to achieve desired levels of growth and productivity, leaders must ensure that their presentation addresses the needs of every member of their sales team.

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Blog Feature

Categories: Sales Transformation

How to Determine Where Your Sales Team is Struggling the Most

With recent speculation around the economic landscape, many organizations are preparing their teams for a difficult sales season ahead. Whether you're already seeing your sales team struggle with unexpected deal delays or economic uncertainty has begun to amplify underlying sales execution issues, one thing is certain: you’ve still got numbers to hit. In these moments, it’s tempting to go back to basics and manage expectations. What separates good sales leaders from great ones is their commitment to their people, no matter the season. Do more with who you have and what you have. Identify how you can help your salespeople build the critical skills they need to be relevant to customer needs, drive pipeline and close deals.

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