Categories: Sales Productivity | Sales Qualification
If "not right now" or "no decision" deals are crippling your pipeline, you likely need a concerted sales effort to minimize their impact on your forecast. Do you have clarity around what’s leading to not right now decisions? The top-tier sales leaders we’re working with are successfully driving win rates and numbers up by helping their reps align with their buyers through their sales process and message. Define where deals are breaking down in your customer engagement process. Here are two areas to assess.
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Categories: MEDDICC | Sales Qualification
A great qualification approach matters in today’s changing environment. Every buyer is dealing with something they haven’t dealt with before. Because of this, their buying processes are changing. It's likely that new budget cuts, executive-level sign off requirements and solution requirements have caused customer buying processes to evolve. Elite companies are moving quickly to adapt their qualification methods and ensure their sales teams can effectively qualify the right opportunities and move them forward efficiently. These sales organizations are anchoring on methodologies, like MEDDICC, to help their salespeople maintain a healthy pipeline, close high-value opportunities and increase overall deal velocity. Now is a great time to equip your sales teams to keep pipelines moving and improve revenue predictability in these challenging times.
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Categories: MEDDICC | Sales Process | Sales Qualification
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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Categories: Sales Qualification | Talent Management
Elite sales organizations drive higher win rates, larger deal sizes, higher margins and predictable revenue. They are backed by a reliable team of sellers who know how to uncover customer problems and align their message of value.
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Categories: Company Alignment | Sales Messaging | Sales Qualification
The fastest path to improving sales results is to effectively translate the business strategy into execution, at the critical point of sale. Your salespeople need to be equipped to act in a way that's focused on nothing but the buyer. That focus is the key to enabling your sales team to execute repeatedly at the buyer-level.
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Categories: Sales Process | Sales Qualification
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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