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The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.

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Categories: Sales Process

Podcast: The Single Selling Motion

When salespeople learn methodologies, they can sometimes become overwhelmed by the tactics presented. However, effective processes aren't one-time events, they are executed together in one single selling motion. In our new podcast, John Kaplan breaks down some tips and tricks that help reps layer in new processes in a way that's simple and practical.

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Categories: Qualification  |  Sales Process

How To Ensure Your Sales Qualification Process is Making a Difference

You've got a sales qualification process in your organization. You feel like it should be making a difference. However, you feel like it still may have room for improvement. We've been there and we've talked to sales leaders just like you who have felt the same way. Here are some areas we encourage them to focus on to ensure their sales qualification process is making a difference.

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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

Use our Discovery Guide to teach them to ask the right questions at the right time and subscribe to our blog.

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Categories: Sales Negotiation  |  Sales Process

Is Your Sales Process Crippling Your Negotiation Strategy?

We like to say that, “all the sins of the sales process come home to roost in the negotiation.” Meaning there is a clear correlation and intersection between your sales negotiation and sales process. If you’ve got a negotiation problem, it could very likely be tied to the ineffectiveness of your sales process.

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Categories: B2B Buyer  |  Sales Conversation  |  Sales Process

Creating and Capturing Value in B2B Sales

The key to creating and capturing value in B2B sales organizations often lies in the alignment between sales and delivery or customer success. As an organization, you need an efficient mechanism that enables your teams to speak the same language ensuring that what is promised in the sales process can actually be delivered on after the initial deal is signed. This connection can be a differentiator for a selling organization. It can also help with some of the underlying reasons that cause  buyers to choose your solution over others. 

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Categories: Qualification  |  Sales Process

Why Your Qualification Process Isn't Working

I spend a lot of time on the road meeting with sales leaders and because of what I do, we’re often talking about improving sales productivity. Inevitably, the topic of qualification comes up in conversation. So many organizations struggle with defining this process and then getting people to follow it once it’s implemented. 

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Categories: Sales Process

Don't Wait to Improve Your B2B Sales Process 

Sales is the engine that is accelerating organizational growth and fueling revenue. There's no better way to enable your sales team to sell more, faster than to align your sales process with how your B2B buyers buy. In addition, your salespeople need to be able to execute against it. It needs to clearly outline who does what and when they do it. Remember, having a CRM does not mean you have a sales process.

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