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Blog Feature

Categories: MEDDICC  |  Sales Qualification  |  Selling to the C-Suite

How MEDDICC Helps Win with Decision-Makers

MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.

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Blog Feature

Categories: Company Alignment  |  MEDDICC  |  Sales Messaging  |  Sales Transformation

How to Prevent Slipped Deals at the End of the Quarter

When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting manufacturing, delivery, operations, and finance. For publicly traded companies, the snowball effect can be devastating. Frequent deal slippage indicates a broader issue with your qualification and sales execution process. It signals that reps aren’t qualifying deals appropriately and managers aren’t coaching effectively. Leaders of revenue teams with a high slip rate need a systematic fix for an organizational challenge. In a recent Revenue Builders Podcast, hosts John Kaplan and John McMahon met with featured guest John Donnelly III, CRO with DTiQ and Co-Founder of e2log, to break down the reasons why deals slip, and the strategies leaders can use to solve the problem.

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Blog Feature

Categories: Company Alignment  |  MEDDICC  |  Sales Leadership  |  Sales Qualification

Sales Transformation Strategy for Evolving Organizations

How do you help your organization to evolve and grow? Economic indicators suggest that the sluggish economy is taking a positive turn. Now may be the time to shift your strategy from hold-the-line to a focus on growth and transformation. The organizations that come out on top will be the ones who embrace this new era with a strategic plan to hit the ground running.

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Blog Feature

Categories: MEDDICC  |  Sales Kickoff  |  Sales Negotiation

How Qualification is a Priority for Leaders Today

It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.

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Blog Feature

Categories: MEDDICC  |  Sales Messaging  |  Sales Qualification

How Sales Messaging & Qualification Work Together to Drive Scalable Growth

Most sales organizations have been affected by the economic downturn, which has resulted in rapid changes in buyer behavior, business priorities and decision criteria. You may be experiencing stagnation of growth, declining win rates or struggles with inconsistency in sales performance. Depending on your organization's current challenges, a sales qualification and/or messaging transformation can improve your sales teams’ ability to increase average deal size and win rates consistently. One initiative complements the other, and the true power of each is maximized when they’re executed together.

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Blog Feature

Categories: Economic Change  |  MEDDICC

Changing economy? Help Your Salespeople Prioritize the Right Opportunities Faster

Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving. If the current economic landscape is amplifying the pressure your sales team is feeling to hit revenue targets, address this challenge head on and have a direct conversation with your team now. Early action will help to minimize forecast inaccuracy and ensure your salespeople aren’t getting stuck in deals that are more likely to stall out or lose.

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