Sales training isn’t enough when you’re competing for enterprise sales. Great sales training programs will make your sales reps better sellers. But what you really want is to make them experts in selling your products. That’s where a sales enablement strategy comes in — a comprehensive plan of how you can support your sales reps with the […]
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Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is […]
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“Create more pipeline.” “Boost win rates.” “Close bigger deals.” “Increase customer lifetime value (CLV).” Ask any sales leader what they want, and you’ll get an answer along these lines. While these are certainly lofty goals, they lack direction. You can’t tell a sales rep to “increase sales” and expect them to know what to do. […]
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When your team is trying to close deals of a certain size with high-level clients, being a great salesperson may not be enough. Selling will only take your team so far. They’ll need to become consultants to get some deals across the line. And the best way to become a consultant is to take a […]
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The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. If you’re fed up with reps moaning about the size or value of their territories, then it’s time to think carefully about […]
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High-value deals are the holy grail for B2B sales managers. But they aren’t easy to come by. If you want to win enterprise-level six-figure deals, you need an enterprise sales strategy. You need a strategy that trades quantity for quality. One that has your sales reps focus only on the very best leads. One that sees […]
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The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating. There’s a lot on the line, and one misstep could cost you the deal. Fortunately, there’s a sales methodology that can help. Enter the Miller Heiman sales process — a framework that helps your team manage and close […]
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It’s not hard to set sales objectives. Any sales leader can ask their team to increase sales by 50% or cut customer churn in half. What’s difficult is setting achievable, effective sales goals that have a genuine impact on your company’s long-term strategy. A great sales objective doesn’t just give your team direction or motivate […]
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Trying to manage a sales team without tracking the right sales metrics is like steering a boat without a rudder — you’ll likely end up somewhere you don’t want to be. Worse, it could lead to faulty decision-making in your sales strategy. So, what sales metrics should you track? How can you use these metrics […]
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The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. These are buyers who are a good fit for your products or services. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? […]
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As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. That’s why having a strategic sales plan is vital. It sets […]
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You keep telling your reps to sell the benefits rather than the features. Yet you still hear them pitch the latest product feature on their sales calls. But what if there’s a sales methodology that forces them to sell the solution? Enter concept selling. Concept selling, or conceptual selling, uses the premise that customers buy […]
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Excellent pipeline visibility can make sales managers feel like superheroes. It’s easy to swoop in and save the day when you can see which deals are at risk of stagnating. Being able to instantly tell executives the exact number and value of sales in your pipeline is like having spidey senses. Unfortunately, that’s not the […]
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It’s hard to become a sales manager without first being a good sales rep. After all, when the majority of your own quota is based on your team’s sales performance, you need to know how to sell. But that doesn’t mean the best closer is guaranteed to make the best sales manager. While sales managers […]
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