Sales Tips Posts

How to Close 2016 to Start 2017 with a Bang

Sales Quota and Goals – Timo Rein, Pipedrive CEO

Having recently written a piece on Sales Hacker: You’re About to Miss your Quota? It’s Time to Close Faster and Better, I wanted to return to the idea of ‘saving the year’ on the Pipedrive blog. Except, this time, our focus is less on a salesperson hitting their personal sales quota, and more on setting your team up to hit the ground running before the new year begins.

My advice to salespeople included:

  • Close deals faster
  • Convert more deals
  • Don’t panic

But this advice won’t work for a sales manager or leader with a team that needs turning round. Hopefully, what follows will.

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Fine Tune Your Pipeline by Optimizing Sales Collaboration

optimizing sales collaboration

Success never happens in a vacuum. The road to get there teems with people to learn from, compete against, work with. Collaboration is the only way (so far known) to make things happen. Rock stars, basketball players and successful companies know this.

So should your sales team.

A Nielsen report found that collaboration drives innovation success, while a study conducted by CSO Insights revealed that formal collaboration increases sales quota attainment by as much as 21%. That figure is way too significant to ignore, making collaboration arguably the most important factor you can tweak to improve your sales metrics. (more…)

The 7 Habits of Unproductive Sales Teams

bad sales habits

Are you seeing stagnant sales figures when your sales team looks busier than ever? It could be because your salespeople have fallen into bad sales habits and unproductive activities.

Whether it’s obsessing over knocking out low priority tasks or slipping into a monotonous voice while making phone call after phone call, it’s easy for salespeople to get off track. (more…)

Keeping it Fresh: In Sales, Timing is Everything

Sales timing is everything

Have you ever searched your refrigerator only to discover that the fruit, vegetable or cheese you were looking for has gone bad? If you were planning to prepare a meal right at that moment, you would surely be disappointed. Like cooking, freshness is key to whipping up solid sales results. You can ensure nothing goes bad with a process for planning and monitoring your time.

Deals can go bad for many reasons: prospects not responding as expected; salespeople not taking the next steps fast enough; a loss of focus; or general work overload.

In your daily activities, some deals in your sales pipeline may have gone stale or are beginning to “rot.” Most prospective deals, just like food, have a shelf life. (more…)

The Health of Your Sales Pipeline (and Curing What Ails It)

Healthy Sales Pipeline

A sales pipeline needs a little nourishment, too.

As salespeople constantly fill their pipelines with deals, they should be regularly checking the pulse of those deals to ensure they achieve the healthiest sales results.

“There’s a direct financial correlation between maintaining a healthy pipeline and piling on revenue,” said Mike Ciccolella, founder of Grow Your Sales Pipeline. “A pipeline managed with care is one in which deals move more dependably, close faster and bring more revenue to the company — and the sales team.”

The health of those deals — and therefore the sales funnel itself — is key to the health of the entire business.

But what exactly does a healthy sales pipeline look like? (more…)