Raybec Sales Effectiveness Blog

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

The Best Sales Call Ever!

Posted by Robert Beckerman


Have you ever had a review discussion with one of your salespeople that starts out, “I just had the best call!” As you proceed to ask what it was all about you hear things like: 

  • There is absolutely no way we don't get this deal!

  • They really liked me!

  • They are so ready to buy!

  • We are a shoe-in!

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Topics: Sales Training, Sales Effectiveness, Selling Value, Sales Productivity, Sales Techniques, Building Trust

3 Ways to use the Insight Sales Process™ to increase sales performance

Posted by Robert Beckerman

If you've been following this blog for any length of time, you're likely familiar with the Insight Sales Process. Many of you have utilized the Insight Sales Process to create measurable and significant improvements to your team's sales performance and productivity. Insight Selling delivers value in several important areas, such as accurate forecasting, discovery management, and sales process tracking. Today, we are sharing 3 ways to use the Insight Sales Process to increase your sales performance.

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Topics: Insight Sales Process, Sales Process & Performance

Regain Sight of the Big Picture with These Key Sales Strategies

Posted by Robert Beckerman

The best sales leaders are without a doubt heavily involved in the oversight of their day-to-day sales process. Getting granular with the issues that your team is dealing with–the objections, the rejections, the missed targetsis crucial to understanding what your sales team needs from its leader. Being an effective leader also means that you are able to back up and see the bigger picture, including the structural problems or challenges your team faces, and the long-term goals that have been committed to. While it can be tempting to stay "in the trenches" with your team, your primary responsibility as the leader is to analyze, plan and achieve success.

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Topics: Sales Effectiveness, Sales Productivity

Four Ways to Identify Weaknesses in Your Sales Process

Posted by Bob Beckerman

Even if you think that your sales team is a well-oiled machine, chances are there are at least a few aspects that you could improve upon. Since you can rest assured that your competitors are actively working to improve their sales process, it’s important that you do the same.

 

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Topics: Sales Process & Performance

Stay in Control of the Sales Process with These 3 Tips

Posted by Robert Beckerman

Giving your sales reps the tools to stay in control of the sales process can make a big difference in improving their sales effectiveness. When they have the tools and strategies to guide them, your sales reps will gain the confidence necessary for sales success.

It's not uncommon for sales reps to let the buyers take control. After all, the buyers are the ones making the decision. However, in today’s competitive environment with less and less access to customers and prospects it is more important than ever to effectively control the sales process.

The following three tips can help your sales reps to stay in control of the sales process:

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Topics: Sales Effectiveness, Building Trust, Customer Development & Retention, Sales Process & Performance

Sales Efficiency Is Much More Than Stuffing the Sales Funnel

Posted by Robert Beckerman

What comes to mind when you think of sales efficiency? Perhaps a sales funnel full of leads that your sales reps work smoothly through the sales funnel until they close. There’s nothing wrong with this outcome. It’s certainly a nice image. It does not, however address any improvement in sales effectiveness or productivity.

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Topics: Sales Effectiveness

Understand Customer Value – Make or Break Sales Success

Posted by Robert Beckerman

We know closing the deal shouldn't end the relationship between the sales person and the customer. After all, these are the customers we can continue to nurture for further value. But what keeps them responsive to us and to our offerings? Delivering value! Engagement can't end when the deal is signed. Keeping customers engaged and providing ongoing value is essential for ongoing success. This holds true in b2b and b2c. In these days of waning customer loyalty, customer value helps keep your customers coming back for more.

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Topics: Building Trust, Customer Development & Retention

Accurate Sales Forecasting Is Right Under Your Nose

Posted by Robert Beckerman

Most Sales Leaders Agree: Current Sales Forecasting is Flawed

Why? Because this is what traditional stage forecasting, provided by the most widely used CRMs, currently looks like:

  1. For each stage of the pipeline, your organization assigns a probability of opportunities in that stage to close.
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Topics: Sales Effectiveness

10 Ways to Make or Break Client Relationships

Posted by Robert Beckerman

When you're focused on the bottom line, it's easy to forget the importance of client relationships. Relationships can seem burdensome and time-consuming. On the other hand, you may find that client relationships can make your work less stressful and more satisfying as your clients become people you work with and not just business contacts you work for.

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Topics: Customer Development & Retention, Sales Process & Performance

How to Improve your Prospect’s Buying Process

Posted by Robert Beckerman

We need to stop focusing on making it easier for our sales reps to sell and instead focus on making it easier for our prospects to buy. Understanding and improving a prospect’s experience throughout the new buying process is critical to success.

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Topics: Great Customer Service, Selling Value