How to Enter Your Sales Deals into atQuota

Posted by Matthew Fradette

Mar 13, 2013, 3:41 PM

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For those of you that are new to atQuota or for those of you who are just coming around to wanting to manage your sales pipeline with us, lets get you started!

Managing your deals in atQuota is extremely easy and it won't take any time at all.  When logged into atQuota just look for the " Add deal or Import from Salesforce" button and select the option that you prefer and simply follow these steps below.

The Ideal Sales Hire: An Instinctive Workhorse

Posted by Matthew Fradette

Mar 6, 2013, 12:25 PM

There is a misconceived notion that good salespeople are born and not developed. I am a firm believer thatSales workhorse success in sales is a function of both skill and process. A salesperson without a concrete process will inevitably be lapped by the person staying true to their process each time. When hiring salespeople it is imperative to identify candidates who possess a combination of qualities that aid in development and lend to success in any organization.

What Big Data Means for your Sales Pipeline

Posted by Matthew Fradette

Feb 20, 2013, 8:59 AM

 

Big data is a hot topic. In 2012 it was a $3.2 billion dollar industry and is set up for tremendous growth in the coming years. Big data refers to data sets that are typically too large to be processed by basic database management tools or traditional data processing applications.

Product Update: Custom Sales Pipeline Stages

Posted by Matthew Fradette

Feb 1, 2013, 12:51 PM

sales pipeline stages

End of the Month Hustle

Posted by Matthew Fradette

Jan 31, 2013, 3:31 PM

Crush Quota and Make More Money

Posted by Matthew Fradette

Jan 29, 2013, 10:00 AM

Every salesperson out there wishes they had the magic potion that would allow them to close more
How to Crush Quota business. Being a good salesperson is a combination of good instincts and having a process that works. I’ve found that no matter what your experience level is, there are several activities that can help any salesperson close more business and make more commission. Take these three tips below into account with every deal you have that has a chance of closing. It will help you speed deals up and close more business.


1) Efficiently Manage Your Sales Pipeline:
In the past I’ve written about how organization is key. Staying organized will help you identify which deals to focus on closing. Spending your time with deals that will never buy, or that aren’t close to buying will be detrimental to you as a sales rep. Take time to organized your hot opportunities in a way that is easy to track progress and allows you to prioritize your time.


2) Use Sales Tools:
Marketing and sales collateral is your friend. People love case studies, ROI reports, videos about your product etc. These tools can be invaluable to help a prospect connect the dots on how your product/service will help solve their problem. Using these tools can also help you transform your influencers into internal champions who will sell for you in an organization. If your team doesn’t have some of the resources I mentioned, make it a priority. Empowering your sales teams with these tools will help them sell with confidence and will make your follow up more effective.


3) Leverage Life Lines:
Don’t be afraid to ask other people to get involved in your sale. A lot of sales reps make the mistake early on in their career of thinking they need to single handedly close business. Bringing other members in from the organization can be extremely valuable. If you have technical questions that need to be answers pull a sales engineer in and frame them as the “technical expert”. This will only help you build credibility; it’s not a bad thing to not know all the technical answers. Pull on your manager or director as well. Simply having another authoritative voice involved in the conversation can help make the buyer more comfortable.

Success in sales comes down to finding what works for you and making it part of your routine. Incorporating these activities in my everyday sales process has undoubtedly made me a better sales person. If you’re looking to crush quota and make more money make them part of yours too.

 

                                    

 

How to Import Salesforce.com deals into atQuota

Posted by Matthew Fradette

Jan 27, 2013, 11:26 AM

There are now two ways to import your deals into atQuota. You can either enter your deals manually or import them from Salesforce.com. Below are the step-by-step instructions in order to import deals from Salesforce. Keep in mind that deals may take a minute or two to sync from Salesforce to atQuota. 

The Future of Sales Software

Posted by Matthew Fradette

Jan 22, 2013, 2:00 PM

Future Sales Software

The sales software space is heating up. To date, sale software has been overwhelmingly identified with CRM solutions like Salesforce.com, reporting solutions like LeadLander, and plenty of add-ons, such as yesware. Salesforce undoubtedly changed the game when it comes to software built for sales and customer relationship. However, over the next few years we will most certainly experience a shift away from traditional CRM’s and a variety of apps and sales software solutions will be introduced into the market.  These software solutions will be built to help sales rep, managers and executives alike.


Look at what has happened in the marketing software space over the last 5 years. It’s a hot space that is becoming even more attractive to investors and large juggernauts like Oracle and SAP. We’ve written in the past about how the way people are shopping and learning today has shifted. As a result, marketing and sales are becoming more aligned. Marketing technology has changed to adapt and the sales software space is next. It took years for businesses to adapt to the idea of a web based software platform like a Salesforce.com. Now that the majority of organizations are more comfortable with SAAS platforms it’s only natural that we will continue to see an evolution in sales software solutions. Below are a few common trends we believe will become common place in the next few years and will also be essential components of successful solutions.

 1) Social 

Salesforce.com has already attempted to brand itself as the “Social CRM”. Their attempt at this has been integrating features like Chatter and work.com which are slow to be adopted by sales people and sales managers. The future of sales tools will offer salespeople more social features to connect with not only their colleagues, but also their prospects and customers.


2) Integrated
This is not a huge surprise. Many software solutions today are integrating with major CRM’s. More sales software going forward however, will be integrated across your marketing, social and email platforms. This will give salespeople intelligence and key insights into the behavior of their prospects .


3) Smart
One thing that traditional CRM’s are lacking today is smart analytics. You can easily enough build reports to measure sales team activity and performance. What is not currently built in is any sort of predictive analysis that can learn about an individual. For example, a major problem in today’s sales ecosystem is the inaccuracy of a sales forecast. Having smarter analytics on an individual level will allow sales organizations the ability to learn behaviors of effective/ineffective salespeople and coach their teams accordingly to improve performance.

Since buyer behavior has shifted it has changed the game for marketers. Since the way people are being marketed to has changed it changes the game for salespeople. Salespeople are engaging with prospects in a much different way today and will need these new tools to be more informed and organized. As a sales guy, I'm hopeful new technology will lead to a bigger sales pipeline, a more accurate forecast and ultimately, more closed deals. 

 

                                    

 

<a href="https://plus.google.com/u/0/106710484458338021914?rel=author">Google</a>

Sales Pipeline Management: Close More Deals

Posted by Matthew Fradette

Jan 18, 2013, 4:12 PM

It’s important for many sales people to manage and organize their sales pipeline outside of their CRM. This term has come to be known as Sales Pipeline Management and we built atQuota to help you, the salesperson be better at it. Efficient Sales Pipeline Management can help in a number of ways and  alllow you to close more business. In sales, good time management, instincts and organization are key. Practicing Sales Pipeline Management can help you get to the next level. If you think there is room for improvement in your sales process, try to keep these three things in mind when managing your monthly/quarterly sales pipeline.


1) Try to move the needle each day:

If you’re one of those people (like me) that needs to have a visual reminder of their sales pipeline try to keep a list of your hot or closable deals for your month/quarter (or use atQuota). Having this visual reminder will help you know who to reach out to each day to try to move the deal along. One of the first things I will do every day is look at my sales pipeline and determine which hot deal I need to nurture that day.

2) Prioritization is key:

This kind of goes without saying, but when it comes to effective sales pipeline management prioritization is key. Use whatever tool you are using to help you prioritize where you should spend your time. I like prioritizing my sales pipeline by the projected close date of my deals and the % chance I feel it has of closing. Using those metrics and having an easy view of my pipeline helps me stay very organized.


3) Log Notes and Next Steps:

I always log notes and next steps whenever I get off a call with a prospect. I find the CRM I use always isn’t the quickest way to do this. Before building atQuota I’d use a spread sheet and had a “Next Steps” and “Notes” column. This way I had a quick visual reminder of my pipeline that was prioritized and I could easily look at the next steps needed to close.

Practicing efficient Sales Pipeline Management has really helped me become a better salesperson. Organization is key and if you can learn to efficiently manage your sales pipeline you will close more business!

How Inbound Marketing Helps Your Sales Pipeline

Posted by Matthew Fradette

Jan 16, 2013, 1:07 PM

Since the advent of the Internet the way people and businesses shop and learn today has fundamentally changed. Many organizations are shifting the way they think about sales and marketing to adapt to this change. In today’s digital age a salesperson has less control over the buying cycle. Buyers are more educated today about our products and services than they were 15 years ago. They have many more channels to learn about what you offer and as a result they are interacting with salespeople much later in the process.

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