Timo Rein Posts

How To Lose Better In Sales

Neil Patel quote

Like most salespeople, I made a whole lot of mistakes and got slapped around during my rookie years. I was taught a wise truth soon after – “70% of all the deals you’re working on should be winnable.”

By learning to mark deals lost earlier on in the sales process and on my own accord helped me spend more time on deals that were winnable and less on those that weren’t. Thus, I felt that the deals I got to spend time on were genuinely at least 70% winnable, keeping my sales pipeline clean and my sales velocity high.

Here are the 3 key things to learn about losing in sales:

1. Turn reactive losing, signalled by your prospect, into proactive losing based on your judgement of whether they fit in the 70% winnable category or not. This means shifting most of the losing from the end of the sales cycle towards the beginning.

2. Codify, standardize and review your lost reasons, and make your qualification criteria rock-solid. Every week, review all open deals as well as the lost deals from the previous week. Understand your losing and winning categories (on price, on product features, in a specific industry, or other) on-the-go and fine tune your tactics on a weekly basis by learning from this generated knowledge.

3. Know your ideal customer profile, and figure out how to get as many prospects who fit the profile into your pipeline. The ideal customer is one with whom you have the best possible strategic fit across the board – you have great product/need fit, buyer/seller behavior and cycle time fit, and budget/price fit.

Here’s a more thorough overview of the important things in losing. (more…)

What the French and Polish Can Teach Salespeople About Lunch

Daily productivity levels around the worldFinding out how salespeople work and what keeps them going is big part of our job as the developers of software that should help them sell better. Sometimes, this research brings interesting insights into the different habits of salespeople around the world. This exact situation happened just recently – we analyzed over 1 million anonymized sales activities that were recorded in Pipedrive, and one of the interesting insights we saw was that…

 

The way salespeople around the world eat lunch and how it affects their productivity is very different.

So here goes a side-by-side comparison of 8 countries’ lunch habits and productivity, diving head-first into data.

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Join me in welcoming our new CEO

Steve Oriola Pipedrive CEOI’m pleased today to welcome Steve Oriola as our new CEO. Steve has 20 years of experience helping early stage tech companies like ours grow.

I’ll tell you more about Steve and his experience in a second but first let me tell you about what led to this decision.

It’s interesting because we weren’t really looking for a new CEO. And I wasn’t looking to fire myself from the CEO position any time soon. Our paths crossed with Steve some months ago, and it soon became clear to me on many levels that it’s good to have someone on the team who has handled the growing pains we have faced, are facing and will be facing. And what’s more, we all simply just clicked with Steve. (more…)

How to Set Great Sales Goals That Bring Double Digit Growth

sales tool number one model 302 telephone

Number one sales tool

Every self-help book, motivational seminar and sales training weekend hammers the idea of goal setting into us.

The reason for this is that setting a solid goal adds tremendous power to your efforts. However, we’re not here to convince you to set sales goals. You’ve come to understand that by yourself.

Instead, we are going to focus on how to set the right sales goals – those that will help you manage your sales pipeline in such a way that will help you achieve double digit growth in your sales results. (more…)

How Increasing Sales Velocity Will Radically Improve Your Sales Results

There is one secret to sales improvement seasoned sales pros know and follow. Everyone with years of experience under their belts keep repeating this: you should increase the speed at which you work a deal. Push deals quicker through the sales pipeline. Drop the wrong prospects early. Get to NO faster. That’s the mantra.

There are three lessons to learn about sales velocity.

  1. How does deal velocity affect your sales?
  2. How to increase deal velocity?
  3. When to declare a deal lost?

The outcome of these lessons will teach you an important principle that has received very little attention in sales literature – without any other changes to your habits, increasing your sales velocity is the one thing that will radically improve your sales results.

That’s to say that sales velocity is something you should really learn about. (more…)