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AMA: Dropbox Director of Sales and Channel Central Europe, Tim Britt on Sales Development
February 14 @ 10:00AM PST
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Dropbox Director of Sales and Channel Central Europe, Tim Britt on Sales Development
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Tim Britt
Freshworks Senior Director of Channels Europe • February 14
The key to success is having the correct building blocks in place starting with a company-wide sales methodology that is followed from rep level through to management and linked to your CRM systems. Being able to forecast on correct sales stages backed by data and conversion rates for pipeline ma......Read More
1690 Views
2 requests
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
Invest in data science to understand the type of customers that are purchasing your solution, look at why you are winning and more importantly where you are losing. Then start to apply this logic to your inbound leads, I ask my reps to have several leading indicators for success, for example, is ......Read More
1235 Views
1 request
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
Working closely with field marketing and product marketing teams to evaluate whether we are currently relevant to the market conditions plus are we using the correct sales plays to support your messaging. To be effective you need to review monthly / quarterly so you can understand the success of ......Read More
1274 Views
1 request
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
Be clear on your sales methodology and discovery best practices, there is several simple tools to use from BANT ( Budget Authority Need and Time ) to Situation, Pain, Impact, Critical Event, and Decision. Generally, a sales rep needs to have a conversation with the customer to move the lead from ......Read More
1228 Views
1 request
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
My advice is to keep it simple, leadership has a habit of introducing multiple tools, and worksheets ( excel or google ) try and have a single source of the truth that everybody use's, I think its key to have a structured CRM solution with the correct data and workflows/gates in place to manage t......Read More
1328 Views
1 request
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
Results should be the main measurement but also listen to your reps and internal employee surveys. Have a dedicated sales development team or leader that's sole job is to build best practices, you should be hiring experienced talent so review each quarter how effective your sales development is b......Read More
1267 Views
1 request
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
It's extremely important to build a network across the sales industry either by joining user groups or reaching out to your peers at other companies and asking for a " coffee chat " to understand how they are tackling the challenges and where they see opportunity. I also belief in asking new star......Read More
1131 Views
1 request
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
First of all have a clear strategy that people can understand and make relevant to their own business unit, try and set clear goals and KPIs you are focusing on for the short term plus the long term outlook over the next 3 years. The next step is to spend time discussing this and answering any qu......Read More
1085 Views
1 request
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