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2 Answers
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
1348 Views
2 Answers
Fabio Maglieri
Yext Director Enterprise Sales • March 16
Evaluate the readiness of the opportunity by adhering to your sales methodology. Evaluate general potential of prospects by understanding your solutions fit to the strategy and challenges of the prospect. Define how many time you want to invest in short-term and long-term prospects and foll......Read More
1500 Views
2 Answers
Fabio Maglieri
Yext Director Enterprise Sales • March 16
It should all begin by understanding the motifs of the person you are talking to. First,you need to anwer the most important question: "What's in it for them?". It might be that personal goals may not be the same as company goals. But there are general aspects that may help you handle objecti......Read More
1074 Views
3 Answers
Richard Harris™
The Harris Consulting Group Founder • February 14
By confirming the skeptic(s) as soon as possible. At the end of every sales call the most common thing is for the prospect to say, "Taking it back to the team". Well, who cares who the decision maker is on the team. We need to know the skeptic(s). So saying something like, "Hey I know y......Read More
1267 Views
2 Answers
Fabio Maglieri
Yext Director Enterprise Sales • March 16
There should be a well-defined process on when to involve internal resources. But of course sales is a dynamic process and you should allow alternations. Depending on the sales stage and maturity of the opportunity you should be able to qualify more precisely. If you lack information create ev......Read More
901 Views
2 Answers
Fabio Maglieri
Yext Director Enterprise Sales • March 16
Pre-Stage Identify potential low-hanging fruits by approaching competitors of your top customer success stories. Approach top customer success stories of your competitors and prove that you can do better. Lead Management Qualify Use proven sales methodologies like MEDDPIC to fact-check the......Read More
926 Views
1 Answer
Marleyna Mohler
Attentive Sr. Director of Inside Sales • May 16
If an account executive is sharing feedback (positive or negative!), here are a few questions you can ask to decide how to incorporate it. 1. Is the feedback specific? To act on feedback, we have to have enough information to properly diagnose the cause. If an AE shares that an account ......Read More
1488 Views
1 Answer
Marleyna Mohler
Attentive Sr. Director of Inside Sales • May 16
Be transparent and share the “why”: Each SDR should be able to articulate the purpose of their role, the rationale behind their goals, and the methodology used to calculate key performance indicators (KPIs). While many teams have robust processes to determine these factors, they often fail to pro......Read More
981 Views
1 Answer
Marleyna Mohler
Attentive Sr. Director of Inside Sales • May 16
SDR leaders have a plethora of data to work with, but sometimes it is hard to know where to look. A good starting point is to map out your funnel and ensure you have a metric that measures both quantity and quality to determine which steps of the action are below expectations. Take cold callin......Read More
972 Views
2 Answers
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
1109 Views