Two weeks ago, we introduced our "Reinventing Opportunity to Close" blog series, with the premise that the opportunity-to-close (OTC) process is a lot like the movie Groundhog Day — sales people feel like they live the same day over and over again. In each post thus far, we've shown you how emerging technology is helping different members of the sales team to get a better handle on OTC and break the Groundhog Day cycle once and for all. In this blog post, the third in our "Reinventing Opportunity to Close" series, we will continue the conversation from last week when we ex...
What does a birdseye view of your quarter look like? Do you have a consistent stream of deals coming through? Or does it seem like a log jam builds as a new quarter kicks off with a rush of opportunities making it across the finish line treacherously close to quarter’s end? If it’s the latter, you’re not alone — but it’s a key indication that your team is struggling to build a linear sales process.
From finance, product, marketing, and HR all the way to the C-suite, your entire organization relies on the accuracy of the sales forecast. Solid sales numbers enable your organization to plan, hire, and invest wisely. The key is ensuring that your entire sales team is invested in the outcome. Here are three strategies for doing that successfully.
As the Warriors take on the Thunder in the playoffs, every NBA fan knows the Warriors are great — maybe the best of all time. But why? They look to small data points to find big answers. They have a team-wide mentality that every decision — no matter how small — is worth getting right.
B2B sales reps need to prioritize their time so they are focusing on the deals and activities that matter. That’s where you, as a manager, can start coaching them towards concentrating their efforts to the more productive opportunities. How do you transform average enterprise sales rep to top performers with the right coaching?
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EXCEED is an exclusive event for sales visionaries who are inspired to learn, teach, and shape the future of sales. We are very excited to work with sales leaders from around the country to shape the future of selling. Please note: There is a limited number of seats available and we will be reviewing every application to confirm our attendees.