New guided selling solutions automate activities and help reps focus on the right deals.
[Editor’s note: This post is the second in our “Reinventing Opportunity to Close” series for sales leaders.]
Rep is short for representative, not repetitive. Yet, we established in our previous post that sales reps spend as much as two thirds of their day tending to tedious administrative tasks instead of doing what they’re trained to do: sell.
Today’s sales reps don’t have the time to log all their activity and the data they do manage to capture is usually scant and often subjec...
Introducing the “Reinventing Opportunity to Close” blog series for sales leaders caught in a time loop.
“What would you do if you were stuck in one place and every day was exactly the same, and nothing that you did mattered?”
If this quote from the movie ‘Groundhog Day’ sounds a little like your sales team’s opportunity-to-close (OTC) process, there are three things you should know:
You’re not alone.
Acknowledging you have a problem is the first step.
Bill Murray can help.
Actually, these three things are universally true regardless of what ails you. But, for our purposes, the Groundhog Day an...
Last week, our VP of Products Kurt Leafstrand and I co-hosted a webinar with Matt Young, VP Sales, Asia Pacific & Japan at Nutanix. In the webinar, How Sales Teams Are Leveraging AI To Drive Revenue, Matt spoke about how Nutanix has been able to supercharge its sales growth with Clari Connect. We also heard from Matt on the challenges his team has faced as a growing sales organization — and the best strategies to overcome them. Here are a few of the highlights.
What are some key challenges you’ve seen leading a sales team in a high-growth environment?
If you’ve ordered a pair of pants via bot on Facebook Messenger (yes, all three of you), or “read” the news for more than a few minutes on the Quartz app (and don’t get me wrong, Quartz — your content is unparalleled), you know virtual conversations can be even more tedious than your seatmate on the redeye who just can’t stop talking.
Seldom has the gap between hype and reality for a new technology been so great, even by Silicon Valley standards.
Early approaches have failed because they have not fully understood the nature (and nuance) of this new m...