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Has your sales team been closing deals by offering heavy discounts? If yes, they are likely hitting quota but your profit margins aren’t that great. You could live with that for a while. But if the churn rate is high, then you have a real problem on your hands. You might not even recoup your…
Quarterly sales performance not looking good? The reasons could be one or all of these. Numbers don’t lie. But scratch below the surface and you might find the one thing really missing: clarity. Clarity on how to achieve sales quotas, motivate your team and drive revenue. What better way to build clarity than by asking…
“How hard can you push a client to close a deal?” Sales leaders get asked this question a lot. “Why push at all?” some might answer. If you have clarified the value they’ll get out of your product, they would want to sign up. But you have to be tactical about it. Sometimes customers don’t…
Founders, make notes. We are here to share the biggest mistakes that are made while devising a sales playbook. A sales playbook is the holy grail that gives an end-to-end view of your sales process – from hiring and onboarding your sales team, executing your sales motion to scaling it. Your rockstar performers already have…
For a B2B sales team, it is mission critical to be a trusted advisor to the buyer, identify process gaps early on, enhance sales training, and offer consistent and compelling messaging. Why are some reps doing better compared to others? Why <50% sales rep meet their quota? Are the reps building the right relationships to…
Knowing the in-and-out of deals will make your revenue generation predictable. With a deal review, you can know what’s going on in your pipeline, pivot wherever necessary and get ahead of risks. But it’s easier said than done. Most deal reviews end up being futile exercises. Instead of being organized sessions that empower your reps…
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