Opportunity Stages Explained With Best Practice Recommendations

Opportunity Stage recommendations and mistakes to avoid

Opportunity Stages Explained With Best Practice Recommendations Contact us The Opportunity Stages in Salesforce should match your sales process. However, the chances are, you think they don’t. That’s likely to be especially true if you’re still using the standard opportunity stages—those out-of-the-box stages in Salesforce. Of course, you can change them. (If you’re unsure how…

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4 Types Of Framework Agreement You Can Manage In Salesforce

4 Types Of Framework Agreement You Can Manage In Salesforce

4 Types Of Framework Agreement You Can Manage In Salesforce Contact us Framework agreements exist in virtually every industry. They are the backbone of many business relationships. So naturally, you want to manage your framework agreements in Salesforce. Unfortunately, people often struggle to do this. For example, sometimes, they create repeat or recurring opportunities. This…

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How To Know When To Transfer Leads From Marketing To Sales

How To Know When To Transfer Leads From Marketing To Sales Contact us Passing leads from marketing to sales at the right time is critical for maximizing deal conversion rates. Too early, and salespeople will likely ignore the leads. Too late, and you are wasting valuable sales opportunities because the prospect has gone elsewhere. Of…

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5 Compelling Ways To Increase Your Salesforce Benefits This Year

5 Compelling Ways To Increase Your Salesforce Benefits This Year Contact us It’s always possible to increase your Salesforce benefits. Our customers have proved it time and time again. And every business wants to maximise its’ Salesforce benefits in 2021. But how will you do it? Here are five ways our customers achieved this in…

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How To Build A Sales Process In Salesforce

How To Build A Sales Process In Salesforce Contact us This guide explains how to build a sales process in Salesforce. For example, if you want to know about creating BANT, MEDDIC, NTARBO, SCOTSMAN, or any other sales methodology in Salesforce, I explain it right here. (I also explain what each of those terms stands…

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How Contact Roles Can Increase Your Opportunity Win Rate

Contact roles on opportunities help sales people manage all the stakeholders associated with a deal.

How Contact Roles Can Increase Your Opportunity Win Rate Contact us Using Contact Roles in Salesforce increases your chances of winning a deal. That’s what I’ve consistently found amongst my clients. Why? Unless it’s a transactional sale, there’s always more than one person involved in the buying process. Even if you are only engaging with…

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To Exceed Year-End Quota, Apply These Q4 Sales Strategies Now

To Exceed Year-End Quota, Apply These Q4 Sales Strategies Now Contact us It’s the time of year when sales teams worldwide are under pressure to get deals closed in Quarter 4 and meet year-end quotas. I have worked with many companies under their quarter and year-end pressure. Here’s what I’ve found: Successful teams apply five…

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How To Plug A Leaking Sales Funnel In The Right Place

Measure the leaking funnel in your sales team to work out how to stop deals slipping from the pipeline.

How To Plug A Leaking Sales Funnel In The Right Place Contact us Everyone in sales has a leaking funnel. That’s the nature of the game. It is, after all, why the sales pipeline is typically displayed as a funnel. There are fewer deals at each successive stage in the sales process. If the funnel…

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The Very Best Way To Create Call Lists In Salesforce

Learn how to create effective call lists in salesforce.

The Very Best Way To Create Call Lists In Salesforce Contact us Tony Richards thumps the table in frustration. “There’s got to be a better way to create a call list in salesforce than this.” “The call list must show me the 200 people I need to ring today to follow up the webinar,” he…

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Top 5 Usual Suspects – Opportunity Mistakes In Salesforce That Are Easy To Fix

Top 5 opportunity mistakes that are made in many salesforce implementations.

Top 5 Usual Suspects – Opportunity Mistakes In Salesforce That Are Easy To Fix Contact us I have reviewed hundreds of existing salesforce implementations. And seen many mistakes. But there are five opportunity mistakes that jump out all the time. I call them, “the usual suspects”. Yet the thing about them is, they are easy…

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When Repeat Opportunities Are Right (And When They Are Not)

When Recurring Opportunities Are Right and when it is better to use schedules.

When Repeat Opportunities Are Right (And When They Are Not) Contact us Not every sale results in a single, one-off invoice and payment. Often, they result in multiple orders and payments over time. However, here are two common mistakes companies make in Salesforce: They do use repeat opportunities when they shouldn’t, and sometimes They don’t…

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Finish 2016 Strongly With These End Of Year Deal Strategies

end of year deal strategies to finish 2016 strongly

Finish 2016 Strongly With These End Of Year Deal Strategies Contact us The Advanced Selling Podcast is the world’s longest running audio show for sales professionals. It’s hosted by veteran sales coaches Bill Caskey and Bryan Neal. The pair have a relaxed and whimsical style that’s always packed with rock solid, practical advice. It is…

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10 Expert Tips To Improve Discount Approval Processes In Salesforce

An effective approval process means you can control price discounts that eat into profit.

10 Expert Tips To Improve Discount Approval Processes In Salesforce Contact us Every price discount eats into your profit. Probably more than you think. “Most companies can increase profit between 2 and 4 percent by doing nothing other than getting a grip on price discounts”, says pricing expert Tony Hodgson of Pricing Solutions. “And key…

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5 Tips To Increase Average Deal Size Using Salesforce

5 ways to increase average deal size using salesforce.

5 Tips To Increase Average Deal Size Using Salesforce Contact us You might think there’s not much that can be done to increase average deal size. Other than apply good old fashioned sales skills. But you’d be wrong. In fact there are 5 things that can be done in salesforce to help increase average deal…

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Stop Losing Deals, Start Tracking Opportunity Competitors

Stop Losing Deals, Start Tracking Opportunity Competitors Contact us Companies that consistently gather information about opportunity competitors outperform those that don’t. A no brainer, right? If you understand how your rivals compete then you increase your chances of winning against them. But here’s what I’ve found in my experience. Most businesses are quite poor at…

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Why You Should Be Using Salesforce Quotes with Opportunities

Manage multiple product and price proposals using salesforce quotes.

Why You Should Be Using Salesforce Quotes with Opportunities Contact us How often do sales people give more than one quote to the customer to clinch a deal? Always? Sometimes? Hardly ever? Often customers ask for more than one quote. They want the price with and without various optional products. Or they need quotes based…

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5 Killer Ways To Increase Your Salesforce Benefits

Here are ways to increase salesforce benefits.

5 Killer Ways To Increase Your Salesforce Benefits Contact us Last month we gave you 5 Compelling Ways to increase your salesforce.com benefits. As promised, here’s another five ways our customers have increased the benefits they deliver from salesforce.com. See which ones apply to you. 1. Improve sales funnel management Nearly every sales funnel contains…

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