6 min read

Sales Management Tactics To Help You Become a Better Frontline Leader

By Roque Versace on Apr 16, 2020 9:00:00 AM

Frontline managers have some of the most difficult jobs in sales.

You manage anywhere from four to eight sales reps on a day-to-day basis, helping them win deals and grow their careers. Meanwhile, you’re handling exceptions, monitoring the pipeline, reporting sales forecasts up to executives, and bringing new initiatives back to the team.

Exceptional frontline managers do all of that and more, all while hitting their numbers. But we know from experience that it’s not easy.

To help sales management get ahead, we talked with customers and our own frontline leaders about their challenges. Then, we brainstormed some tactics you can use to:

Topics: Best Practices Sales Leaders Sales Process Sales Enablement
6 min read

MEDDIC vs MEDDPIC vs MEDDPICC: Does It Really Matter?

By Roque Versace on Apr 14, 2020 3:22:13 PM

In the past few years, Zendesk brought its sales forecasts from 25% accuracy to beat the 5% industry standard and achieve an astonishing 1%. How?

The company owed the improvement in large part to implementing MEDDPICC, a variation of the MEDDIC sales methodology. Along with a second variation, MEDDPIC, each methodology provides a powerful foundation and common language for qualifying sales opportunities.

All three methods help sales teams home in on the best deals and make sure they close, but in slightly different ways.

Topics: Best Practices Growth Sales Leaders Sales Operations Sales Process Sales Enablement
7 min read

How DoorDash Overcomes Top Outside Sales Team Challenges

By Roque Versace on Feb 18, 2020 2:07:59 PM

Outside sales reps deal with challenges on the road that most office-bound reps rarely think about — what to wear, where to go, how to get there, and when to report back add multiple layers of complexity to sales.

The challenges don’t stop there, however. Many reps struggle to get quality sales information into their CRM during the day (and the last thing anyone wants to do is spend the evening in Salesforce). What’s more, they work apart from the rest of the sales team and miss out on the same progress reports and motivators their peers get in the office.

It’s also difficult for sales managers who are trying to give them guidance from afar.

Topics: Sales Strategy Best Practices
9 min read

How to Keep Your Team Accountable to Pre-Meeting Research

By Scott Britton on Aug 27, 2019 6:33:43 PM

We’ve discussed this in previous posts, but the average discovery meeting costs over $700. In some enterprise environments, this number is a lot higher.

Topics: Sales Strategy Best Practices Sales Development Sales Leaders Sales Ops
9 min read

Making Salesforce Validation Rules Work Without Alienating Your Team

By Scott Britton on Aug 15, 2019 8:21:22 AM

Ask any sales rep on your team about validation rules, and they will probably start rolling their eyes.

Topics: Troops Slack Sales Strategy Best Practices Guides Sales Development
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
10 min read

SaaStr Podcast Episode 216: Troops.ai CEO Dan Reich on Account Based Collaboration

By Scott Britton on Jun 10, 2019 11:03:39 AM

Last year, our Co-Founder and CEO, Dan Reich, joined Harry Stebbings for an episode of the SaaStr Podcast. In the episode, Dan talks about how he found his way into the world of SaaS, ended up starting Troops, and built the ultimate Slack bot for sales teams.

Topics: Troops Slack Sales Strategy Best Practices Growth Sales Ops
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

Troops Raises $12 Million Series B And Launches Deal Rooms to Increase Account Based Collaboration In Sales

By Dan on Apr 23, 2019 2:25:34 PM

We’re excited to announce an additional $12m Series B funding round led by Aspect Ventures. Since closing the round, Troops has focused on R&D to build products that help sales teams work better together. Today we’re proud to introduce a new way to sell as a team by using Troops Deal Rooms to help win and expand your biggest accounts.

Topics: Troops Slack Sales Strategy Best Practices Growth Product Sales Leaders