End of the Month Hustle

Posted by Matthew Fradette

Jan 31, 2013, 3:31 PM

How to get Mark Cuban to Email You

Posted by Ryan Neu

Jan 30, 2013, 6:02 PM

There are a couple of valuable sales lessons that we can learn from leveraging effective emails. Let's set the bar very high. How would you get Mark Cuban to respond to your email? He receives thousands of emails every single month. What would make him open your email, pause, read it, and respond? The chances have to be slim-to-none, right? Absolutely not. 

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.




The Internal Champion is my Homeboy

Posted by Ryan Neu

Jan 28, 2013, 9:00 AM

An internal champion is the person within a company that absolutely loves your product or service and wants to make a purchase. They talk about you to all of their coworkers, they respond to your emails and answer your phone calls--however, they can't sign on the dotted line.

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. 

Product Update - Deal Sorting, Deal Stages, and Watchlist

Posted by Ryan Neu

Jan 23, 2013, 12:24 PM

We have some pretty cool product updates this week. We launched 3 features to help you close more business. This week we are introducing the following: Deal Sorting, Deal Stages, and the Watchlist. 

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. 




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What is a Pipeline CRM?

Posted by Ryan Neu

Jan 22, 2013, 10:38 AM

The CRM industry is pretty hot right now. I guess as hot as you can get for an enterprise application. As is common with hot industries, there are a lot of buzz words being thrown around right now in the CRM space. Social media platforms have continued to evolve and expand, and this has had a trickle-down-effect into the CRM space. This has led to the evolution of "Social CRMs". Social CRMs were created to help you follow and communicate with your customers across social platforms. For example, if your customer is mentioning your product on Twitter, you should track that interaction so that you can engage if necessary. 

How to Define Sales Pipeline Stages

Posted by Ryan Neu

Jan 21, 2013, 6:17 PM

We've talked about the importance of setting deal stages, now let's take a deep dive into the identification of specific deal stages. We will also uncover the purchase indicators which exist behind every deal stage.

Deal Stages and Sales Pipeline Management

Posted by Ryan Neu

Jan 21, 2013, 6:23 AM

Deal stages allow a sales rep to categorize their sales pipeline based on a defined set of criteria. When implemented properly, deal stages also help sales people prioritize their deal pipeline in order to nurture deals down the sales funnel. However, oftentimes, deal stages are set by a company's C-level team and the pre-defined stages do not resonate with the people on the front-line (ie: sales reps). 

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