Troops vs. the Native Slack Salesforce Integration

Posted by Scott on Dec 5, 2019 4:00:21 AM

Troops vs. the Native Slack Salesforce Integration

In October 2019, at Slack Frontiers London, Slack and Salesforce announced availability of a deeper integration between Slack and Salesforce Sales and Service Clouds.

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Topics: Troops, Slack, Sales Strategy, Product, Sales Ops

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

Posted by Scott on Sep 23, 2019 3:00:11 PM

reinforce-sales-process

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.

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Topics: Sales Strategy, Sales Development, Sales Leaders

How to Keep Your Team Accountable to Pre-Meeting Research

Posted by Scott on Aug 27, 2019 6:33:43 PM

How to Keep Your Team Accountable to Pre-Meeting Research

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.

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Topics: Sales Strategy, Best Practices, Sales Development, Sales Leaders, Sales Ops

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

Posted by Scott on Aug 27, 2019 5:48:12 AM

RevOps vs. Sales Ops: What They Do and When to Hire for Each

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Topics: Sales Strategy, Sales Development, Sales Leaders

Making Salesforce Validation Rules Work Without Alienating Your Team

Posted by Scott on Aug 15, 2019 8:21:22 AM

Making Validation Rules Work Without Alienating Your Team

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

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Topics: Troops, Slack, Sales Strategy, Best Practices, Guides, Sales Development

Troops Surpasses 10,000 Users and Sees a 178% Year-on-Year Growth

Posted by Scott on Aug 13, 2019 7:45:44 PM

2018 was a milestone year for Troops with tremendous year-on-year growth.

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Topics: Troops, Slack, Sales Strategy, Growth

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

Posted 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.

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Topics: Sales Strategy, Sales Development

How to Improve the Quality of Your Discovery Meetings at Scale

Posted by Scott on Jul 16, 2019 3:52:38 PM

How to Improve the Quality of Your Discovery Meetings at Scale

The average first meeting for a B2B SaaS company today costs over $700. At many enterprise companies, it often costs a lot more.

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Topics: Troops, Slack, Sales Strategy, Sales Ops

Should Your Sales Team Live in Salesforce?

Posted by Scott on Jul 3, 2019 6:24:36 PM

About a month ago, I posed a (controversial) question on LinkedIn: 

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Topics: Sales Strategy, Guides

Success Story: LaunchDarkly and the Power of Team Selling

Posted by Scott on Jun 11, 2019 6:16:53 PM

Success Story: LaunchDarkly and the Power of Team Selling

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.

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Topics: Slack, Sales Strategy, Sales Development