Raybec Sales Effectiveness Blog

The Sales Effectiveness Scorecard. Invest 120 seconds and put your sales team to the test.

Robert Beckerman

Robert Beckerman
Bob founded Raybec Communications to help organizations realize the untapped potential of their customer relationships. His wealth of CRM and marketing experience has been a driving force in Raybec's success.
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Recent Posts

How The Insight Sales Discovery Process Leads to Better Sales Performance

Posted by Robert Beckerman

The Insight Sales Discovery Process™ is perhaps the single biggest change you can make to to quickly improve the sales performance of your team. It is a systematic and data-driven approach to achieving better discovery, accurate foreacasts and alignment of strategy and value with customer feedback.

Most importantly, it provides visibility on the factors that need improvement in each opportunity stage to coach your rep's sales effectiveness.

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Topics: Sales Training, Insight Sales Process, Sales Process & Performance

Focus on Customer Value will Improve Sales Effectiveness and Performance

Posted by Robert Beckerman

Are you always struggling to hit your sales targets? Is there a way to get the team to work smarter and more effectively? Changing focus from sales activity to sales effectiveness is clearly a winning strategy to increase sales performance.

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Topics: Sales Effectiveness, Pipeline Management, Sales Process & Performance

Increasing Sales Effectiveness with an Insight Sales Discovery Process

Posted by Robert Beckerman

All sales managers would like to increase their sales effectiveness and productivity. The usual processes of pipeline management, activity review and coaching do not deliver the results needed in a realiable fashion. Insight Selling is a data-driven approach that is worth consideration. Insight Selling provides a more substantial understanding of where roadbocks exist and how to quickly remove them.

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Strategies to Increase Sales Effectiveness

Posted by Robert Beckerman

Sales management is always on the lookout for strategies that will help increase sales performance. Many find that they have focused on improving selling skills, streamlining opportunity pipeline development or some other technique to boost performance. Here are a few top strategies to consider as you strive to improve your sales effectiveness. They have proven to be successful across many different industries: 

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Topics: Sales Effectiveness, Sales Productivity

New customer onboarding tips will increase sales performance

Posted by Robert Beckerman

How many times has it happened to you. You are so excited after you have purchased a new product or service, only to be let down almost immediately, with your very first experience. These too-often felt frustrations lead to early attrition, difficulty in realizing future revenue growth and sometimes a multiplier effect occurs when customers share their bad feelings with others. Here are a few onboarding strategies to start your new relationships off on the right foot.
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Topics: Sales Rep Performance, Sales Effectiveness, Sales Process & Performance

Sales Process Improvement Drives Sales Performance

Posted by Robert Beckerman

Sales enablement is critical to your success – thing is – you first have to determine the right sales process for your company. Many companies find that they are focused on several areas including sales training, analytics, CRM, product innovation, inbound marketing, or lead generation. While these factors are important contributors to increasing sales productivity, they alone are not enough to drive success by delivering sales enhancement.

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Topics: Sales Rep Performance, Sales Effectiveness, Sales Process & Performance

Becoming Sales Effectiveness Experts

Posted by Robert Beckerman

You need to increase sales performance to meet your aggressive sales targets. You have put the team through sales training - again - and have pushed hard on increasing activity. Now what?

The only way to improve sales performance is to ensure the consistent delivery of your sales process and develop the key sales insights that are required for continuous improvement of that process. Sounds like a tall order but here are a few key strategies that will help you create the framework for sales success.

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Topics: Sales Effectiveness, Sales Process & Performance, Sales Discovery

3 Tips to Help Achieve Your 2016 Sales Plan

Posted by Robert Beckerman

2016 is whole new ball game! A brand new start. New sales plans. Great hopes. The sense that you are going to kill it!

 

Review these 3 key tips to ensure that you have a strong foundation for success and start the year off right.

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Topics: Sales Rep Performance, CRM, Sales Process & Performance, Sales Plan

Improve Sales Performance with Optimal Sales Discovery

Posted by Robert Beckerman

Just about every conversation that I have with sales executives leads to an expression of their greatest need, "Improve sales performance ... as quickly as possible!"  In almost every case, the real issue is the need to more consistently and effectively implement their sales process. In almost every case the quickest road to success is to improve their understanding and execution of their discovery process. Here are a few important benchmarks to consider in reviewing your sales discovery.

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Topics: Sales Effectiveness, Sales Productivity, Sales Discovery

Getting The Most Out Of Hubspot CRM And Sidekick

Posted by Robert Beckerman

Most organizations have made the important shift to inbound marketing. If you are on the Hubspot platform here are a couple of important considerations to help you convert your inbound leads effectively.

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Topics: CRM, Sales Effectiveness, Insight Sales Process, Lead Nurturing & Conversion