Categories: Mission Critical Success Series | Sales Leadership | Sales Qualification
This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox. Changes in the economy mean that most sales leaders are looking to make a shift in strategy right now. No strategic pivot is immediate – many sales initiatives can take at least a full sales cycle to reach full adoption and have visible impact on revenue numbers. If you’re looking to supplement your strategy with something that can affect revenue as soon as this quarter, consider adding qualification training into your initiative.
Share
Categories: Sales Process | Sales Qualification
If you want to get your sales teams working smarter, you need a well-defined sales process and qualification approach. Why do so many organizations struggle with consistently qualifying and progressing the right opportunities?
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Sales Productivity | Sales Qualification
If "not right now" or "no decision" deals are crippling your pipeline, you likely need a concerted sales effort to minimize their impact on your forecast. Do you have clarity around what’s leading to not right now decisions? The top-tier sales leaders we’re working with are successfully driving win rates and numbers up by helping their reps align with their buyers through their sales process and message. Define where deals are breaking down in your customer engagement process. Here are two areas to assess.
Share
Categories: MEDDICC | Sales Qualification
A great qualification approach matters in today’s changing environment. Every buyer is dealing with something they haven’t dealt with before. Because of this, their buying processes are changing. It's likely that new budget cuts, executive-level sign off requirements and solution requirements have caused customer buying processes to evolve. Elite companies are moving quickly to adapt their qualification methods and ensure their sales teams can effectively qualify the right opportunities and move them forward efficiently. These sales organizations are anchoring on methodologies, like MEDDICC, to help their salespeople maintain a healthy pipeline, close high-value opportunities and increase overall deal velocity. Now is a great time to equip your sales teams to keep pipelines moving and improve revenue predictability in these challenging times.
Share
Categories: MEDDICC | Sales Process | Sales Qualification
You've got a sales qualification process in your organization. You feel like it should be making a difference. However, you feel like it still may have room for improvement. We've been there and we've talked to sales leaders just like you who have felt the same way. Here are some areas we encourage them to focus on to ensure their sales qualification process is making a difference.
Share
Categories: Sales Qualification | Talent Management
Elite sales organizations drive higher win rates, larger deal sizes, higher margins and predictable revenue. They are backed by a reliable team of sellers who know how to uncover customer problems and align their message of value.
Share
Content, Curriculum and Community to Accelerate Sales
Visit Ascender
