Sales Process
4 Types of Framework Agreements You Can Manage In Salesforce
4 Types of Framework Agreements 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. Of course, with framework agreements, usually, no money changes hands when the deal concludes. Instead, companies invoice…
Read MoreWhen Repeat Opportunities Are Right (And When They Are Not)
When Repeat Opportunities Are Right (And When They Are Not) Contact us When it comes to managing repeat or recurring opportunities, companies often make one of two mistakes: They do use repeat opportunities when they shouldn’t, and They don’t use repeat opportunities when they should. These mistakes happen when businesses try to figure out how…
Read MoreThe Truth About 3x Pipeline Coverage—and What to Do Instead
The Truth About 3x Pipeline Coverage—and What to Do Instead Contact us In many businesses, 3x pipeline coverage is a compelling goal. Its simplicity is alluring. Ensure your sales pipeline is three times your quota, and you’ll be on track to hit your target. Measuring pipeline coverage this way is easy to grasp and widely…
Read MoreOpportunity Stages Explained With Best Practice Recommendations
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…
Read MoreHow To Make Account Plans Your Driving Force
How To Make Account Plans Your Driving Force Contact us At the start of every new financial year, the board wants to know: “Is there enough pipeline to meet our revenue goals for the year?” Although often, you can interpret it as an instruction instead of a genuine question. So, salespeople knuckle down to creating…
Read MoreHow 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…
Read More5 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 this year. But how will you do it? Here are five ways our customers achieved this. See…
Read MoreHow 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…
Read MoreHow Contact Roles Can Increase Your Opportunity Win Rate
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…
Read MoreTo 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…
Read More11 Things I Learned About CRM From My 39 Years at Novum | Interview
11 Things I Learned About CRM From My 39 Years at Novum | Interview Contact us Over 1,000 companies have installed the GSP Sales Dashboard. We’re proud of that statistic. One of these companies described itself as “a USA based, diversified technology company with worldwide operations”. They use the dashboard for global sales performance reporting…
Read MoreHow To Plug A Leaking Sales Funnel In The Right Place
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…
Read MoreThe Very Best Way To Create 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…
Read MoreTop 5 Usual Suspects – Opportunity Mistakes In Salesforce That Are Easy To Fix
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…
Read MoreFinish The Year Strongly With These Deal Strategies
Finish The Year Strongly With These 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 must-listen weekly…
Read More10 Expert Tips To Improve Discount Approval Processes In Salesforce
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…
Read More5 Tips 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…
Read MoreStop 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…
Read MoreWhy You Should Be Using Salesforce Quotes with Opportunities
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…
Read More5 Killer Ways To Increase Your 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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