Common sales rep mistakes



5 Common Sales Rep Mistakes and How to Fix Them

There are essentially two approaches to on-boarding your sales team:

You can throw each salesperson to the wolves, allowing him or her to learn the ins and outs of the position through a trial by fire approach, and accept that plenty of sales rep mistakes will be made along the way.

Or, you can hold their hands, teaching them the best sales tactics right out of the gate and guiding their sales journey.

Personally, I’ll always opt for the latter approach. With it, you have a better shot at avoiding mistakes that may

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Dynamic Sales Environment



Is CPQ Right for a Dynamic Sales Environment?

The whole point of creating a defined sales process and using guided selling is to create a template for the perfect sale that can be repeated for every prospect.

But what happens when your sale scenarios don’t fit neatly into the template you’ve created? Do your sales processes go out the window when you’re dealing with more dynamic sales environments?

Even after automating and systematizing your sales process with CPQ solutions, CRMs and sales automation, it can be easy for your sales reps succumb to the thinking that “Those processes are really only for the

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Sales playbook



6 Ways to Integrate CPQ into Your Sales Playbook

The Sales Playbook: an invaluable resource for new hires and current salespeople alike. Do you have one? Do you use it?

I’m not surprised if the answer is a sheepish “no.” Only 12% of companies report even having a sales playbook, let alone using it to it’s full potential.

Without a playbook, the sales process is largely guesswork. Without the tools to integrate that playbook into your sales team’s everyday workflow, it’s largely useless.


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The good news is that you can integrate CPQ

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Sales strategy predictions



2015 Sales Predictions: How They Affect Your 2016 Sales Strategy

One thing that sales experts and gurus like to do at the start of each year is make predictions about the trends they believe will play out over the course of the year. Some are spot on – and others not so much.

While I certainly had predictions for where sales would head in 2015, I didn’t write a blog on the subject at the start of the year. Why? Because all of my blogs discussed future predictions!

As a sales manager, if you aren’t looking ahead 99% of the time, your

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Personalized sales proposals



Personalized Sales Proposals Are Just the Tip of the Iceberg

“Selling is all about relationships.” – Every sales expert ever

No sales rep would deny the personal touch required for making sales. But how many are actually applying it?

Does it count as a personal relationship when your reps talk about their prospect’s favorite sports team for a minute and then proceed to sell them the same products, using the same arguments and sending the same proposal as everyone else?

For better or worse, that kind of cookie cutter selling doesn’t fly anymore.


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Why? Maybe it’s because

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Streamline your CPQ



How to Streamline Your CPQ Solution

A CPQ (Configure Price Quote) solution can help your sales force win more (substantial) deals, accelerate sales cycles and improve ROI efficiencies across your business model. But you can’t just throw a solution into the mix and hope for the best.

Instead, the platform you use must be implemented team-wide. You’re gonna need to streamline your CPQ solution. Now, this isn’t going to be easy, especially at first. You’ll have salespeople who are used to doing things their own way, and bad habits – as you know – are difficult to break.


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Winning Sales Enablement



The Top 3 Functions of a Winning Sales Enablement Strategy

Lately, I’ve been talking a lot about the role of sales managers and how they provide value in the sales organization. With a little hindsight this might have turned into a series titled “What the Heck Do You Do?!”

The bottom line is that as a sales manager you should always be asking yourself if you’re providing enough value and support and, just as important, if your sales organization can see that value.


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That leads to the question of what exactly sales

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Finishing the Sales Year with Success

It’s now crunch time. The end of the sales year is quickly approaching, and the time to meet the year’s goals is shrinking.

While some teams are scrambling in the last two months to close deals, many already know the tactics to successfully finish the year and are just following those strategies as planned.

Which sounds better? Which are you?

You don’t have to readjust your whole sales plan at the last minute to realign your sales team. Don’t let your team be the type of sales group that loses its momentum around the

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Change management



How to Ease Complex Change Management

Change. Sales people really hate it, don’t they? You’d think by the way they respond to you that they’re on a yearlong sales hot streak that you’re about to disrupt with your new sales operations.

The crazy part is, most salespeople have already accepted that change is inevitable. According to Salesforce, 71% of salespeople believe that their role will be radically different in 5 years. They aren’t necessarily opposed to change, they’re more opposed to the way most sales managers spring it on them.


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Perfect sales proposal



The Anatomy of the Perfect Sales Proposal

Ah the sales proposal. After all of the relationship building and learning your clients pain points you finally have just a few pages to demonstrate your value and ultimately close the sale.

There’s no doubt the sales proposal has increased in importance in recent years. With the average deal requiring 5-6 decision makers, the proposal is in many cases the only thing some of them will see. As such, the pursuit of a perfect sales proposal is something of a golden goose.


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