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
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
8 min read

Revenue Operations vs. Sales Operations: What They Do and When to Hire for Each

By Scott Britton on Aug 27, 2019 5:48:12 AM

In the tech industry, we’ve seen plenty of absurd job titles such as “Full Stack Magician” and “Chief Heart Officer.” And let’s not forget copious use of the word “Ninja.”

Today, we’ve mostly outgrown titles such as the above. But new ones still continue to emerge often due to the requirements of the market and new functional skills.

Topics: Sales Strategy Sales Development Sales Leaders
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
9 min read

Should You Use a Sales Deck or Show Product on Your First Call?

By Scott Britton on Jul 31, 2019 12:00:00 PM

Using a sales deck to present your product or service seems like a tradition as old as time. 

But recently, I've noticed a trend of reps diving straight into the product on the first call – without me asking.

Topics: Sales Strategy Sales Development
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
10 min read

A Step by Step Guide to Enable Your Sales Team to Tell More Stories

By Scott Britton on Mar 27, 2019 3:38:22 PM

Dry sales pitches that list product features don’t close deals. Because people don’t relate to featuresthey relate to stories. And that’s why storytelling is such a powerful sales tool.

Topics: Troops Sales Strategy Growth Sales Development
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
9 min read

Better Forecasting, Lower Churn. How Sales Engineers Positively Impact the Sales Process at Optimizely

By Scott Britton on Dec 14, 2018 12:05:08 AM

Salespeople are notorious for having rose-colored glasses and happy ears. Many think every deal will close—and at the highest possible number.

Topics: Troops Slack Sales Strategy Sales Development Sales Ops
2 min read

Keep Sales & CS in the loop on support ticket escalations

By paulholder on Nov 30, 2018 3:32:10 PM

Topics: Sales Strategy Sales Development