Recent posts by Scott

11 min read

How to Roll Out a New Sales Process (So That It Actually Works)

By Scott on Sep 23, 2019 3:00:11 PM

Many sales organizations spend a small fortune implementing a new sales process. For example, expect to pay a trainer $10,000-50,000 to teach the new process to a team of about 25 people for a few hours over a couple of weeks.

Once training’s over, it’s not uncommon for everyone to get excited about the new things they learned, only to eventually revert to their old ways without the sweeping changes you hoped for.

Sound familiar?

In speaking with our customers and other industry leaders, we discovered that getting sales teams to effectively adopt the new sales methodology once it’s rolled out is one of the biggest challenges sales leaders struggle to overcome.

Thankfully, there are ways to make adopting a new sales process easier for teams and leaders alike.

Proper documentation, proactive prompts, frequent inspections, leadership oversight, and automated workflows help ease some of the most common pitfalls that come with transitioning to a new sales process.

Topics: Sales Strategy Sales Development Sales Leaders
1 min read

eBook: The Definitive Guide to Account Based Collaboration: Part 1

By Scott on Aug 7, 2019 3:43:03 PM

Companies that are winning are about delivering the ultimate customer experience.

Topics: Sales Leaders Sales Ops
6 min read

How to Rapidly Improve Your SDRs Cold Call Quality Using Automation

By Scott on Jul 3, 2019 8:00:22 AM

Here at Troops, we’re always looking for new ways to optimize our own workflows to drive better sales processes and improve the way we coach our reps.

Topics: Troops Slack Best Practices Sales Ops
3 min read

Success Story: LaunchDarkly and the Power of Team Selling

By Scott on Jun 11, 2019 6:16:53 PM

LaunchDarkly, one of the fastest growing SaaS companies (according to the Cloud 100’s Rising Stars), found themselves running in circles in Salesforce. They desperately needed a better way to work together to close their most important accounts as quickly as possible.

Topics: Slack Sales Strategy Sales Development
5 min read

8 Key Benefits of Account Based Collaboration

By Scott on May 17, 2019 4:36:00 PM

In previous posts, we’ve talked about what Account Based Collaboration is, why it’s important, and what type of companies should use it.

Topics: Troops Slack Sales Strategy Best Practices
10 min read

What Is Account Based Collaboration?

By Scott on May 1, 2019 3:27:08 PM

Account Based Collaboration is a transformative approach to selling that has emerged in the last few years among forward-thinking B2B sales teams.

Topics: Troops Slack Sales Strategy Best Practices Sales Ops
6 min read

How Dynamic Yield Uses Automation to Improve Their Quarterly Business Review (QBR) Process

By Scott on Feb 7, 2019 12:21:28 AM

As the Head of Customer Success Operations at Dynamic Yield, Rona Yang’s job is clear: equip her team with the tools they need to keep the clients using their personalization platform thriving. After joining the company in March of 2018, she realized much of her time would be spent building out processes to improve the reliability and performance of her team.

Topics: Troops Slack Sales Strategy Sales Development Sales Leaders Sales Ops
5 min read

How This Organization Improved Executive Visibility to Drive a Better Customer Experience Using Troops

By Scott on Jan 29, 2019 1:41:11 PM

Manuel Harnisch is Head of Customer Success at network analytics provider Kentik. His team handles onboarding, continuous outreach, and renewals, with only about 10% of their time going to reactive support.

Topics: Troops Slack Sales Strategy
5 min read

How to Drive Executive Engagement in Key Sales Conversations

By Scott on Jan 22, 2019 4:00:59 PM

When executives assist on a deal, good things happen. People love to talk to someone in power and often they are able to elevate the conversation to the right people, with the right talk track.

Topics: Troops Slack Sales Strategy Sales Leaders
8 min read

Fill Your Sales Pipeline by Finding “The Entry Point” (Interview with Craig Rosenberg)

By Scott on Aug 23, 2018 4:24:29 AM

When Craig Rosenberg conducted training for sales reps at an enterprise software company, he pushed them to consider alternate points of contact to fill their sales pipeline.

Topics: Sales Strategy